Comments on: Ask the Coach: How do managers determine metrics? http://salesblog.karlgoldfield.com/2008/05/ask-the-coach-how-do-managers-determine-metrics.html Tue, 30 Mar 2010 21:37:39 +0000 http://wordpress.org/?v=2.9.1 hourly 1 By: Wendy @ Gopher Promo http://salesblog.karlgoldfield.com/2008/05/ask-the-coach-how-do-managers-determine-metrics.html/comment-page-1#comment-2750 Wendy @ Gopher Promo Fri, 21 Aug 2009 07:31:38 +0000 http://salesblog.karlgoldfield.com/2008/05/ask-the-coach-how-do-managers-determine-metrics.html#comment-2750 Sue that is so true, numbers are not as important as converting that lead. Thats were the importance is Sue that is so true, numbers are not as important as converting that lead. Thats were the importance is

]]> By: Sue | Promotional Gifts http://salesblog.karlgoldfield.com/2008/05/ask-the-coach-how-do-managers-determine-metrics.html/comment-page-1#comment-2743 Sue | Promotional Gifts Thu, 20 Aug 2009 07:08:24 +0000 http://salesblog.karlgoldfield.com/2008/05/ask-the-coach-how-do-managers-determine-metrics.html#comment-2743 Interesting post, and I really like the comment left by Brad, its not the amount of calls you are make but the amount of converted leads to sales that should at the end of the day count. Interesting post, and I really like the comment left by Brad, its not the amount of calls you are make but the amount of converted leads to sales that should at the end of the day count.

]]> By: The Entrepreneurial Salesman » Time for Selling by First Border http://salesblog.karlgoldfield.com/2008/05/ask-the-coach-how-do-managers-determine-metrics.html/comment-page-1#comment-244 The Entrepreneurial Salesman » Time for Selling by First Border Mon, 16 Jun 2008 15:57:48 +0000 http://salesblog.karlgoldfield.com/2008/05/ask-the-coach-how-do-managers-determine-metrics.html#comment-244 [...] the Startup Sales Mentor, is answering a question from one his readers about metrics… number of calls to leads and how to improve the ratio. While Craig, the Trigger Event Selling evangelist is talking about [...] [...] the Startup Sales Mentor, is answering a question from one his readers about metrics… number of calls to leads and how to improve the ratio. While Craig, the Trigger Event Selling evangelist is talking about [...]

]]> By: Brad http://salesblog.karlgoldfield.com/2008/05/ask-the-coach-how-do-managers-determine-metrics.html/comment-page-1#comment-216 Brad Sat, 31 May 2008 19:51:19 +0000 http://salesblog.karlgoldfield.com/2008/05/ask-the-coach-how-do-managers-determine-metrics.html#comment-216 Great post Karl. I worked for a manager who in his years of wisdom commented that I currently made 40 prospecting calls per day and was the number one guy despite making half the dials the rest of the team was making. He insinuated i was lazy and suggested I could double my pay if I were to simply step it up and work as hard as everyone else. I followed his expert advice and had the worst month I had ever had! I had switched from focusing on the quality of every activity to the volume and the results were disastrous. After looking at my ratios for the 8 stages of our sales cycle I was ahead of the rest of the team in almost every stage. I wasn't making 40 calls per day because I was lazy... It was because I was busy selling! i think your advice is spot on Karl. Break your process into measurable steps, and carefully examine how many prospects move from step to stem and then focus your efforts and training on the areas you are weak. Forcing more watter into a funnel doesn't get always get more into the bottle. Sometimes you over flow the funnel and spill water all over the place. The net result is less efficiency... Just a thought... -Brad Great post Karl. I worked for a manager who in his years of wisdom commented that I currently made 40 prospecting calls per day and was the number one guy despite making half the dials the rest of the team was making. He insinuated i was lazy and suggested I could double my pay if I were to simply step it up and work as hard as everyone else.
I followed his expert advice and had the worst month I had ever had!
I had switched from focusing on the quality of every activity to the volume and the results were disastrous. After looking at my ratios for the 8 stages of our sales cycle I was ahead of the rest of the team in almost every stage. I wasn’t making 40 calls per day because I was lazy… It was because I was busy selling!
i think your advice is spot on Karl. Break your process into measurable steps, and carefully examine how many prospects move from step to stem and then focus your efforts and training on the areas you are weak.
Forcing more watter into a funnel doesn’t get always get more into the bottle. Sometimes you over flow the funnel and spill water all over the place. The net result is less efficiency… Just a thought…

-Brad

]]> By: Ian Brodie http://salesblog.karlgoldfield.com/2008/05/ask-the-coach-how-do-managers-determine-metrics.html/comment-page-1#comment-213 Ian Brodie Fri, 30 May 2008 07:55:06 +0000 http://salesblog.karlgoldfield.com/2008/05/ask-the-coach-how-do-managers-determine-metrics.html#comment-213 Hi Karl, The other benefit of working on conversion rates of course is that you don't burn through your prospect list so fast to get the meetings. At the rate your previous team member is going through the prspect list and getting "no"s with a weak entry it won't be long before he has no one left to call. Ian Hi Karl,

The other benefit of working on conversion rates of course is that you don’t burn through your prospect list so fast to get the meetings. At the rate your previous team member is going through the prspect list and getting “no”s with a weak entry it won’t be long before he has no one left to call.

Ian

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