30 Minutes to President's Club | No-Nonsense Sales How to Measure Sales Team Metrics Without Micromanaging | John Sherer | Ep. 276 (Lead)
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Jan 2, 2025 John Sherer, a seasoned sales leader with a background at Lattice, HubSpot, and Appcues, shares actionable insights on effective sales management. He emphasizes the importance of simplifying dashboards to provide clearer data without bureaucracy. Sherer advocates for trimming unnecessary CRM fields for efficiency and highlights the need to analyze a mature pipeline for accurate win rates. He also discusses essential metrics to track, such as intro meetings and late-stage deals, to enhance team performance without falling into the micromanagement trap.
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Actionable Metrics
- Use metrics to drive action, not just manage dashboards.
- Focus on making metrics helpful and avoid unhelpful ones.
Track Sales Velocity
- Religiously track sales velocity: opportunities, deal size, close rate, and time to close.
- Analyze these metrics on a rolling basis, cohort basis, quarterly, monthly, by rep, and by segment.
Simplify Dashboards
- Create a core dashboard with key metrics without needing filters.
- Use pre-built reports for easy access to deeper dives when necessary.