Something to Think About *McKinsey Consulting

Sales Reality Check 58% of companies miss their annual revenue targets 61% of salespeople don’t hit their annual quota 81% of sales are closed after the 5th attempt 76% of salespeople stop after attempt #2 Avg. tenure of a VP Sales is 16 months It takes 18 months for a sales team to adjust to a new VP *CSO Insights, McKinsey Consulting, IDC, Deloitte

Below 60% of Quota 60-85% of Quota 85%+ of Quota

Managing Sales Manageability Example Revenue BUSINESS RESULTS Profit Market Share BUSINESS RESULTS You can not manage this directly You can influence these, but not manage them directly SALES OBJECTIVES Customer wins Sales cycle length Pipeline growth Calls made Emails sent Demos completed Meetings completed You have direct control over these SALES ACTIVITIES

Metric Target BUSINESS RESULTS SALES OBJECTIVES SALES ACTIVITIES $5M New license revenue growth New logo acquisition $5M 50 # of strategic accounts contacted per month # of non-strategic accounts contacted per month # of executive accounts contacted per month 80% or 40 30% or 60 100% or 10 SALES OBJECTIVES # of calls to strategic accounts per week/rep # of calls to non-strategic accounts per week/rep # of calls to executive accounts per week 147 74 50 SALES ACTIVITIES

Books/Blogs to Read Right Now Cracking the Sales Management Code – Jason Jordan The Sales Acceleration Formula – Mark Roberge Sales Management Simplified – Mike Weinberg Tomaz Tunguz Blog David Skok Blog