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5 Sales Metrics That Actually Matter
Tons of businesses are getting on board with the AI wave. But are customers okay with that? A recent study in the Journal of Hospitality & Management found that buyers avoid products that mention AI in their description. This goes for home appliances, and consumer and health services. Who’d have thunk it?
In Today’s Jam
Sales Tip of the Day: Listen More Than You Talk
The Sales Lab: Good Luck Selling without THIS Data
Weekly Poll: Are Your customers robophobic 🤖?
Sales Q&A: The Tyranny of Sales Metrics (Sales Managers Beware)
Stop Losing Control of Your Sales Calls
Today’s Story & a Sales Meme
Hire an AI BDR and Save on Headcount
Outbound requires hours of manual work.
Hire Ava who automates your entire outbound demand generation process, including:
Intent-Driven Lead Discovery
High Quality Emails with Waterfall Personalization
Follow-Up Management
Let your reps focus on closing deals instead of writing emails.
The Sales Lab🔬: Sales Metrics to Help Obliterate Quota
It’s easy to get caught up on metrics when it comes to selling. And let’s be honest, these numbers are super important. But the truth is some of us get hung up on the wrong numbers, or obsess over things that don’t actually improve the sales process.
You probably know one or two managers who are guilty of the same. If you are a manager, there’s a chance you might feel a little ‘attacked’ right now. Stop clutching your invisible pearls, and pay attention:
Today we’re looking at 6 metrics that can help you refine the sales process.
Stop raising your blood pressure over a bunch of numbers on a screen with no idea whether they’re useful to the sales process.
And scroll down for the breakdown 👇🏻
Track How Many Conversations You’re Having with Prospects
Super important; the kind of data that will (later on) help you to understand how much effort (volume) leads you to closing.
Exclude customer service. Include only actual conversations with prospects.
Track How Many Calls Are Made to Prospects
Knowing how many calls and voicemails you’ve made to prospects will help you determine whether you’re too call-focused and need to change your approach.
Track How Many Prospecting Emails You’re Sending Out
Similar concept to the previous point. You want to get a feel of your output here, so you can compare data later on.
Also, do not include marketing emails for this; strictly prospecting.
Track How Many Conversations After The Lead Has Been Qualified
You want to track this data as it’s the kind of thing you want to lower over time. The more you go through this process, the more easily you should be connecting with your ICP.
This helps you determine how attainable your quota is.
Track the % of Leads Who Ultimately Become Customers
This will tell you if everything you’ve got going on in your playbook is paying dividends (or rather commission!)
This breakdown is courtesy of Mark Hunter, AKA the Sales Hunter!
Does Mention that you use AI have an impact on your business? |
It’s Time For That Dream Sales Job…💼
Looking for a new job opportunity in Sales? Search for the latest and greatest jobs here.
Looking to hire someone with great Sales experience? Post your job on The Sales Jam Job Board, here.
Game Changers of the week🔥
The 7 Habits of Highly Effective People
Stephen R. Covey explains in detail how to avoid perceptions and assumptions that hinder success in life. This is a great read for anyone who wants to unlock greater opportunities with effective problem-solving. Check it out.
27 Years of No BS Sales Advice in 16 Mins
Learn the secrets of a proven expert who’s sold entry-level software and enterprise solutions for over 27 years. Dan Martell covers everything from the dangers of over-promising, to the reasons it’s important to have a refined process when trying to beat quota. Here’s the deep dive.
Sales VS Sales Operations — Yes, there’s a Difference
If you’ve been walking around the office lumping ‘sales’ and ‘sales operations’ together like a dope, you might want to check out this guide on what’s the difference between the two. There’s also tips on how to hire the best sales operations specialist for your team. Or if you’re eyeing a sales operations position, this is a good start to understanding what it entails.
Why AEs Should Know How to Self-Source Meetings
Zac Thompson is here to remind sellers to break out those (effective) questions when they get a prospect on the phone. Remember folks, the person asking the questions is in control.
Today’s Story
Sales Scene of the Week🎬
Be Honest… Is This You?
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