The Most Critical Mistake a Sales VP Can Make
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21-Oct-2014 -
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Transcript of The Most Critical Mistake a Sales VP Can Make
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The Most Critical Mistake a Sales VP Can Make
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Over 42% of Sales
Managers don’t hit
their yearly
number
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Who needs a sales manager if they
Can’t hit their number?
A VP of sales might think…
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Are you thinking the same?
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How are you measuring your sales managers?...
Is it by quota attainment
only?
If so…
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You are making the biggest mistake a sales VP can make
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When evaluating your Sales Managers in your
talent management program, you need to consider a minimum of 5
additional metrics other than quota
Some common Non-Quota metrics are….
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1 Turnover
Are you losing ‘A’ Players due to a bad Sales Manager?
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2 Lost Selling Time
Do they consistently have vacancies on their team? The number of selling weeks lost in a quarter has a direct impact on whether that
Sales Manager hits quota
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3 Ramp to Productivity
How long does it take for a Sales Rep to hit quota? If your Sales Manager
can’t ramp new hires, it is a predictor of future performance
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Sales Team Quota Disparity
How many people on the team made quota?Are a few saving the many?Disparity can be a good predictor of long term success.
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5 Historical Quota Performance
A missed quarter might not mean much. Inconsistency though, can lead to deep root problems
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The key is to take non-quota
metrics and compare them
to quota attainment
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Use a scoring tool such as this one to see whether it is best to invest in the manager or put them on the bubble • 14
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• Involve more than quota attainment when assessing Sales Managers
• Use both qualitative and quantitative to measure their performance to date
• Choose 5-7 Non-Quota Sales Manager Metrics and weigh them into the scoring equation tied to your customers’ needs and company objectives
• Use / Develop a key on how to measure each metric• Determine any circumstances out of their control
Call To Action
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