The Rules of Sales Performance Science, is that really a thing?
Does it really exist?
You bet it does.
So you know sales is part art and part science – and you know machine learning is trying to make it way more science than art, and that’s definitely on the cards to be widely available at some point but maybe that’s not accessible to everyone at the moment…
But before we get tangled up in what we haven’t got to help us close more deals, make more targets and hit more commission, why don’t we take a look at what you have got to make your sales results far more science and just a bit less art…
Sales in science helps my clients accelerate their sales performance and improve their sales results.
The more science I can build into the sales process the better.
It’s better because it means, typically, I’m more in control of the results my various sales teams can actually get.
And that means I’m more able to predict where the sales performance gaps will occur.
I get to see their sales future before it causes me or my clients any pain or upset.
My own sales crystal ball?
That’s Sales Performance Science for You!
Sales modeling is a science that’s as critical to business as anything I can think of.
Yet, it’s a forgotten skill.
Instead, these days as more and more sales teams rely on the CRM to do all the thinking for them.
You know that sales database that everyone hates to update?
The one that contains people you once had a random coffee with who said they sometimes bought what you were selling if it was a month with a blue moon, on a day with an ‘r’ in it and when they’d seen 4 black cats on their walk to the railways station three days in a row….you know what I’m saying?
Getting data out of the CRM is easy.
Designing reports is easy.
It’s all easy.
The creation is easy…but, rubbish in rubbish out is the strap line for every single sales CRM I’ve ever seen.
It really is.
That’s Why You Need Sales Performance Science…
It debunks the CRM comfort blanket and gives you a shot of reality when you need it most.
Because the CRM is automated, the critical bit, the bit where we apply integrity to what we’re actually looking at has gone.
Sales Performance Science and Sam!
Let me give you a very, very real example…
Sam has 80K at negotiation stage in the sales CRM.
The average order value is 5.7k, so there are approximately 14 deals up to be pushed through to close.
Some deals at been at that stage for less than a week, some deals had been at that stage for over 365 days, the average stage duration for deals at this stage is 21 days.
So, just knowing what they typical historical weighted sales performance metrics at this stage are for the whole of business sales team is, allowed Sam’s boss to look at his 80k and immediately conclude that Sam actually had just 56k in his sales pipeline at negotiation stage.
Sam – working in a stage where he was totally comfortable yet wildly deluded.
Not going to hit the month end target, now.
Sam didn’t want this added insight.
He could have quite happily passed another failed sales moth and relied on his veil of ignorance has he stepped into next month and kicked the same old tired sales prospects another three months down the line in his CRM.
But Sam, now with this added insight can make a choice, work to hit target, keep his job, learn his lesson and work each stage hard, or simply go on as he was before, head in the sand, another missed month.
We wished Sam well in his next role…
Sales Performance Modeling is Delightfully Predictable
You see, science is typically quite predictable.
Predictable at a time, and a criticality when the more predictable the better.
Putting all of your faith in the report that the CRM churns out is you surrendering to the gods of client control, missed targets and sand in your eyes…when there really is no need.
Your sales CRM can be the most valuable asset in your business, it houses everyone you’ve got a relationship with and all those you’d like a relationship with…
But it’s not good enough anymore to talk about rubbish in, rubbish out, shrug your shoulders and say, ‘well it is what it is…’ because it’s not.
Sales modeling puts you back in charge of sales performance with real control.
So if you’re a sales leaders, sales team leader, sales manager, director or business owner and you’d soooo tired of the complete mismatch between what sales orders you were expecting to get versus what you really got come month end…
If you’re tired of putting your name to a sales forecast that makes you look like a deluded simpleton come the end of the month them maybe we should talk.
Sales performance science gives you the power you need to totally revolutionise the sales performance of your team.
It’s the start of everything that’s good about running a first class high performance sales team.
You can find out more about our Smart Sales and Smart Modeling Course here…help to save you from a team full of Sam’s!
Sales performance science doesn’t cure stupid, but it is a very good disguise and a brilliant secret weapon against sales guys like Sam!