You can’t manage what you don’t measure.
Using data points and core metrics to INFORM how I coach, develop, and manage the team and our business.
Top of Funnel Activity.
In this example, I knew deal creation (specifically larger deals) were slow building from previous months so I:
launched a Team Dues >$3k deal creation contest to incentive Reps on this key behavior, constantly reminding Reps to “focus on what is within your control”
hosted a prospecting workshop focused on target account strategy, this included a whiteboarding session to identify ‘what we know’ & ‘what we don’t know’ within key accounts
leverage my weekly focus emails to include data points driving visibility into where we win and lose with deal creation + key nuggets and learning moments around outbound prospecting and best practices.
Success KPI I measured to ensure we were improving in this core area: 1) Increase our >$3k deals by at least 20% to ensure we were adding an incremental $6k+ to our pipeline each month. 2) Analyze deal creation by size at the rep level to understand who on our team was creating the pipeline with the most $.
Make data a FOCUS.
At the start of each week I send a “5 things” email. The objective of this email is to provide clarity and focus for the week ahead. My goal is to minimize the noise that our Reps encounter. Within these emails Reps will find core KPIs, themes, and asks that are critical to their success.
The ‘so what’.
Always be analyzing and identifying how to influence and develop the team based on DATA. Using data MoM, I pull through core themes and use these to INFORM where our team spends our time, what skills I focus on with coaching, and how we use our time together.