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20VC: The Metrics That Matter in SaaS Today; Why CaC Payback is Flawed & CAC Ratio is Better, Why You Need to Hire Three Sales Reps at a Time, How to Forecast in 2024 & Biggest Mistakes Made Forecasting & How to Make Customer Success Sell More with Dave K
The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch
The Importance of Listening to Sales Calls
Listening to call recordings or joining sales calls with the sales team is crucial for determining if a salesperson is performing effectively. This is particularly important in the challenging scenario of retaining underperforming sales representatives, especially in niche markets without much company support. By actively listening to calls and participating in sales activities, a CEO or sales leader can make informed decisions about retaining and incentivizing salespeople, even in the absence of substantial sales numbers. In terms of sales reviews, the speaker suggests three types of calls: forecast calls, pipeline scrub, and deal reviews, each serving different purposes and requiring varying levels of attention from the CEO or sales leader.
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