Mindset to Excel
Sales excellence is the measure of how successful an entire organization is at closing more deals, and also a measurement of the success of individual sales person. Sales excellence takes into account how quickly deals are closed, how many deals are won, a sales person comfort with all of the tools at their disposal, an organization’s ability to support sales team.
Sales Excellence is measured through
Sales Performance: Total Revenue; Year-over-year Growth; Percentage of Sales Person attaining 100% Quota; Customer Acquisition Cost (CAC); Average Lifetime Value (LTV)
Sales Productivity: Percentage of high-quality leads followed up with; Time spent creating content; Average number of sales tools used daily; Percentage of marketing collateral used by sales; Percentage of time spent on selling activities
Sales Proficiency: Time to Ramp; Time to Productivity; Time to Quota Attainment; Time Spent in sales on Boarding Sessions; Time to Close First Deal.
How do we help?
We maintain a state of Sales Excellence by maximizing sales excellence inputs (processes, tools, people and culture) and validating them with data (performance, proficiency and productivity metrics), we can not only achieve sales excellence — but sustain it over the long-term.