Top KPIs you Should Track to Maximize Productivity with Griffin and Frankie

Podcast Summary

• Intro to this episode. 0:00

  • Welcome to another episode of the elite selling podcast, breaking down productivity in 2023 and what it means to be a productive sales rep or sales leader in 23.

  • Welcome to the episode.

• The importance of productivity in sales. 1:14

  • The story of productivity in his past life, when he was doing field sales at Cisco and covering colorado and Wyoming.

  • What he could have told his younger self about productivity.

  • The importance of being selective about who you spend your time with as a rep and controlling the things that you can control.

  • The top KPIs for a rep.

• Step 1: Prioritize the right prospects. 4:17

  • The first step in revenue generating activity is planning, and how to avoid analysis paralysis by prioritizing the right prospects and accounts.

  • The most important thing a rep can do is prioritize.

  • The first step is to know which accounts to go after once you have planned that out.

  • The second step is blocking off time for outbound pipeline generation at the beginning of the day, crafting your message the night before and outlining five to 10 objectives.

• How to have productive days. 8:18

  • Sales is all about having productive days and stacking those days every single day. The five objectives are the key to success.

  • Pipeline is king. It's 10 emails, 10 phone calls and 10 linkedin messages every day. Keep it simple, consistent and beautiful.

• Measuring success with meetings. 10:41

  • How many meetings have been booked for the future that week, not just meetings completed, but meetings booked that week.

  • The next level of focus is total number of meetings, how many of those meetings are tied to pain, and how many are discovery meetings.

  • Time to pain is a good sign of a well-done meeting, but having a champion and a route to revenue is also important.

  • Pipeline is crucial to running a successful business and not fluctuating up and down based on not doing all the things discussed.