The One Number: Why Sales Velocity Is Your North Star Metric
You know that feeling when you're driving and suddenly realize you've been watching the speedometer instead of the road? That's exactly what happens when sales leaders get caught up in vanity metrics instead of tracking what actually moves the needle.
Here's what makes sales velocity different: it's not just measuring performance—it's measuring the rate of performance. I worked with a SaaS company celebrating a 40% win rate until we calculated their sales velocity. Six months later, their win rate dropped to 32%, but their sales velocity increased by 67%. Revenue followed suit.
That's the power of focusing on the one metric that actually transforms growth.
Sales Cycle Stage Drift
Sales cycle stage drift refers to the phenomenon where there is a mismatch or lag between the actual progress of a sales opportunity and its designated stage in the sales cycle. When the criteria for a sales stage or it's expected duration are off, lots of things go awry like sales forecasting, resource allocation and opportunities for closing deals slipping through the cracks…
2023 List of the Best Consultative, Customer-Centric Sales Methodologies (Systems)
As global business consultants specializing in sales and marketing, we understand the significance of choosing the right sales methodologies that prioritize the customer's needs while ensuring the achievement of sales Key Performance Indicators (KPIs) and maintaining employee satisfaction.
These methodologies should be understood and then considered alongside your customer's buying journey.
The Top Ten Biggest Start-Up Sales Challenges
By understanding and addressing these sales challenges, your start-up can better position itself for success in a competitive marketplace. Do any of them resonate with you?