How to know exactly where those gaps are in your sales process and use them to get the most out of the team with Duane Dufault

This conversation is about how to use the data from sales pipelines to increase success. To do this, one needs to find the wins in the sales pipeline. This can be done by looking at the conversion rate from connected calls and scheduled meetings. Additionally, one should track the total calls, successful calls, and follow-ups to see what is working and how that success can be replicated across the team.

Highlights:

• Using Data to Coach Your Sales Team: Strategies for Success
• Tracking Everything for Sales Success: Strategies for Creating a Repeatable Process
• Pro Tip: Leveraging Data to Identify and Train High-Performing Sales Reps

Key Takeaways:

• Use the metric manager playbook to help you build the two sales pipelines you need to be tracking.
• And then use those reports to see where you need to dive in deeper.
• Keep your coaching simple and focused.
• And use the metrics you’re trying to improve as a success marker.

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