Get ready to unlock the secrets of mastering the sales game with Two Tall Guys Talking Sales! This episode delves into the nuances of key performance indicators (KPIs), their significance in measuring sales efficiency, and the art of mentorship among salespeople. Listen as our hosts Sean and Kevin uncover the analogy of KPIs and share insights about setting the right measures for salespeople at various career stages.
Key Topics Discussed:
- Understanding Leading vs. Lagging Indicators: Foreseeing future trends and not just measuring past achievements is important.
- KPIs and the Marriage Analogy: Setting the right measures to cultivate relationships, just as one nurtures a romantic relationship.
- Differentiating KPIs for New vs. Veteran Salespeople: Tailoring strategies for those new to the profession, the company, or the industry.
- The Power of Mentorship: Leveraging the experiences of veteran salespeople and fostering growth among younger salespeople.
- Sales Training and Coaching: How combining formal sales training with hands-on coaching can amplify results.
Key Quotes:
- Kevin: “KPIs are not about only the number of deals you sold. It’s about, ‘Am I doing the right behaviors over time?'”
- Sean: “Those KPIs can’t be a hundred percent looking backward. We need to look ahead and say, what are we doing to generate business?”
- Kevin: “Activity measures for new salespeople are different. I’m talking about doing the well-researched, planned prospecting call.”
- Sean: “The real advantage of The RAIN Group is its training combined with my coaching.”
Additional Resources:
- CEO workshop series: A detailed session on ‘dashboards for CEOs’, focusing more on current pipeline activities. https://www.linkedin.com/events/6917582648336875520/comments/ and also available at https://youtu.be/Oz9HTyQtz8o
- The RAIN Group: Renowned sales training organization that combines training with actionable coaching. Contact Sean at Sean@NewSales.Expert for more information about this, or contact Kevin at kevin@lighthousesalesadvisors.com for more information.
With a blend of engaging analogies, actionable insights, and personal experiences, Sean and Kevin illuminate the complex world of sales KPIs. Whether you’re a seasoned salesperson or just beginning your journey, this episode is packed with nuggets of wisdom that can transform your approach to sales. Dive deep into the essence of mentorship, discover the right measures for tracking success, and unearth the significance of forward-looking indicators. Don’t miss out on this chance to elevate your sales strategies and metrics. Listen now and redefine your sales mastery with Two Tall Guys Talking Sales!
