Targeted training and coaching can propel underperforming reps to success.
But to make it happen, you need a proven framework in place. Below you can see the Impact Sprint method proposed by Winning By Design.
(Impact Sprint method by Winning by Design)
As you can see, everything starts with the team's key performance metrics analysis to pinpoint areas for improvement.
And this is where HubSpot comes in.
In the next section, you'll see dashboards that will help you measure reps' performance for future optimization.
HubSpot dashboards for sales performance
Track closed revenue with a total count of deals
In the beginning, start with high-level KPIs.
Measure sales team efficiency by looking at the revenue they closed in the current month vs. previous periods.
This will help you check trends and team performance over time.
Measure deal stage conversion rate for new business
Zoom out to spot where deals are dropping off at the macro level.
Consequently, you gain an overview of your deal pipeline health and identify bottlenecks.
Monitor deals won and closed won revenue by sales rep
Next, go with more granular KPIs like the number of deals won by individual reps and closed won revenue.
(Credits to Mitch Richards)
It allows you to identify the top performers and those at the bottom of the pile.
Identify closed lost reasons by rep
Learn why buyers are dropping off drilled down by individual reps.
Check the last stage at closed lost deal
Uncover in which part of the sales process individual reps are losing deals.
Combine these insights with listening to demo calls and reviewing offers as a basis for tailored coaching (e.g improve offering)
Measure sales activities by sales rep
When analyzing a salesperson's pipeline value, those who demonstrate low activity often have subpar ones.
(Credits to Mitch Richards)
When coaching underperforming reps, use this data to emphasize the importance of increasing input for better results.
Monitor whether sales reps meet SLAs
Here you can find an answer to questions like:
Are your reps working with assigned leads?
How many leads do your reps qualify per working number?
Hence, one reason for a subpar pipeline could be a rep handling too few leads due to slow response time.
And here we are.
As you could see, to optimize sales reps' performance you need to start with areas for improvement.
Sounds obvious, but a lot of companies don't have such a level of visibility into sales KPIs.
This is why if you want your reps to succeed, you should combine science-based coaching with a tool like HubSpot.
If you want to leverage HubSpot for your sales team just
about the author
I help B2B companies drive revenue with Demand Generation Programs. RevOps Evangelist and marketer who thinks outside the funnel. Creating marketing programs aligned with how people want to buy, not in a way companies want to sell to them.