1. Something to Think About
*McKinsey Consulting

2. 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

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

4. 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
s sent
Demos completed
Meetings completed
You have direct control over these
SALES ACTIVITIES

5. 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

6. 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