Metrics for Measuring Productivity
Posted: Wed Jan 29, 2025 10:23 am
And the nice thing about prospecting is when you’re consistently driving activity and consistently driving deals into the pipeline, the stuff that is naturally not going to close falls out because you don’t have time to play around with deals that are never gonna close.
Mastering Your Craft: Engage with Prospects on a Daily Basis
AP: Exactly, exactly. And also, I mean, the other benefit of this activity, to the point you were sort of making, is that repetition is how people get better. Practice. And so if you’re not talking to prospects, if you’re not engaging with them frequently enough, you’re never going to get better at what you’re doing. You’re not going to master your craft and your skill of selling if you’re not doing it at a certain level throughout the day and the week.
JB: That’s a really good point, Andy. It’s probably no different luxembourg telegram data than sports. The more reps you get, the better you get at whatever your particular skill set is. And I think that, having heard you say that, I think that’s probably true for a lot of salespeople, their actual sales skills, the things that we’re, we’re really paid to do, closing business, those things get really rusty over time because they’re not engaging in enough sales conversations.
AP: Oh, absolutely. So, you know that I write about speed and sales and sales acceleration. You know, what key metrics do you use to measure the productivity of prospecting and the speed with which you’re building your pipeline?
JB: The answer is going to be specific to the group of people that you’re working with and the company you’re working with. Pipeline velocity, for example, is going to have a completely different meaning at the enterprise level than it’s going to have at say, you know, entry-level B2B where you’re, you’re working in a high activity environment.
Mastering Your Craft: Engage with Prospects on a Daily Basis
AP: Exactly, exactly. And also, I mean, the other benefit of this activity, to the point you were sort of making, is that repetition is how people get better. Practice. And so if you’re not talking to prospects, if you’re not engaging with them frequently enough, you’re never going to get better at what you’re doing. You’re not going to master your craft and your skill of selling if you’re not doing it at a certain level throughout the day and the week.
JB: That’s a really good point, Andy. It’s probably no different luxembourg telegram data than sports. The more reps you get, the better you get at whatever your particular skill set is. And I think that, having heard you say that, I think that’s probably true for a lot of salespeople, their actual sales skills, the things that we’re, we’re really paid to do, closing business, those things get really rusty over time because they’re not engaging in enough sales conversations.
AP: Oh, absolutely. So, you know that I write about speed and sales and sales acceleration. You know, what key metrics do you use to measure the productivity of prospecting and the speed with which you’re building your pipeline?
JB: The answer is going to be specific to the group of people that you’re working with and the company you’re working with. Pipeline velocity, for example, is going to have a completely different meaning at the enterprise level than it’s going to have at say, you know, entry-level B2B where you’re, you’re working in a high activity environment.