Mike Roberts’ Post

Embrace #AI or get left behind! As a #tech #sales professional who is familiar with the mountain of methodical #outbound work it takes to #create a producing territory; my position on #AI is that the tools are NOT a replacement for #experience, #socialskills and/or #grit. Some tools however, can supercharge your: 1) #leadgen 2) #account planning 3) #proposalwriting and many more admin related taks which will turn you into a force multiplier for your team!

Did you know that sales organizations that thoughtfully design and optimize sales territories are proven to realize 10-20% increases in sales productivity?   What does it take to redesign your approach to territory design? It all comes down to a mindset shift. https://lnkd.in/gi-Rb9Bd #sales #RevOps #GTM

Every sales team I've worked in has struggled with 3 main things: 1. Too much time spent sourcing accounts 2. Significant time spent searching for insights which break through the noise 3. No repeatable process for scoring good fit accounts Too often this leads to teams spending less time prospecting, and more time doing admin which really should be automated. Finding companies using competitors, leaders talking about relevant initiatives, or teams investing in tech should be easy, but often reps don't know where to start. That's where adopting AI should be front of mind for sales leaders. Great to see Tactic listed as one of the top AI Sales tools in 2023 (thanks Alex Vacca for the shoutout). If you're a RevOps or Sales leader, check the link in the comments to see how you could save your team hours each week with Tactic 🔥 Open to other suggestions for AI tools to watch!

Integrating Sales Performance, Efficiency and Planning is essential for creating a robust sales strategy. 📈 This integration ensures that each aspect reinforces the others, leading to a more cohesive approach: ◆ Sales Performance: focuses on the output per salesperson, setting the groundwork for efficiency and capacity planning ◆ Sales Efficiency: optimizes the return on investment, ensuring the teams are focused on the right areas ◆ Sales Capacity Planning: ensures that the team can meet targets without overstretching resources, crucial for sustainable growth 💡Balancing these elements leads to a strategy that not only drives high performance but also sustains profitable growth. Read our in depth blog series on how to measure and manage Sales Performance, Efficiency and Planning and drive better results for your business🚀 #salesstrategy #productivity #efficiency #growth #salesperformance https://lnkd.in/da4PP3b7

Them: "You need Sales/Marketing alignment" Me: "If only it were that simple..." You actually need alignment across 4 teams: 1. Marketing 2. Sales 3. Customer success 4. Account management It's great to drive new revenue. But the real $$$ comes from: - New revenue - Recurring revenue - Upsell revenue - Referral revenue. Which requires: - Marketing campaigns that generate qualified demand for sales. - Sales teams that close the right deals, turn away poor fits and manage expectations. - Customer success teams that get new clients that first win. - Account management teams that keep the relationship alive, upsell when there's an opportunity, and feed data back to the other teams. Complex? Yes. Difficult? Yes Doable? Yes Lucrative? Hell yes!

Wow, the sales landscape in 2024 is looking like a garden ravaged by rabbits—bleak and battered. The latest data confirms what many have feared: the year is not just challenging, it's transformative. Key Trends: ➡18% drop in win rates. ➡ 21% decrease in average deal value. ➡ 16% longer sales cycles. Rep Performance: ➡ 69% of reps are missing quota. ➡ Only 17% are generating a staggering 81% of the revenue (Reliance Alert!). ➡ Turnover skyrocketed from 22% to 36%. Pipeline Challenges: ➡ 44% of deals are being postponed. ➡ Pipeline generation is up by 23%, yet win rates are falling. Lead Sources & Strategy Insights: ➡Partnerships close deals 3.8x faster—no wonder we're doubling down here! Yet, only 8% of companies utilize this channel. 🤔 ➡Top sellers are 366% more likely to close at the "Discovery" stage, engaging the economic buyer 489% earlier. Handling Objections & Relationship Management: ➡Top performers are 843% more effective in overcoming objections. ➡Winning deals involve 9 contacts; losing ones, just 2. In such a competitive environment, automation and AI aren't just buzzwords—they're survival strategies. 🚀 If you're not leveraging AI or automating critical sales processes (like using webinars on autopilot), you're already behind. What’s your game plan for thriving (not just surviving) in 2024? Let's discuss.

In this slower economic environment, winning more sales with existing customers is absolutely critical. To increase your share of wallet, make every sales call a RAMP call. The RAMP sales workflow provides all the data you need before a sales call and a simple sales process to follow that increases your chance of making a sale. RAMP stands for: - Review - Analyse - Meeting - Post First review your customer's data on their dashboard Then analyse what customers are spending at a more granular level. - What products are trending up. - What products are trending down. - How does their spend compare to other customers in their group? Next step is the meeting. Customer dashboards have a customer view you can use in a meeting with your customer, which hides all your sensitive data such as margins. Showing your customer their live sales data ensures a data driven sales call. The last step is to come out of your meeting and post in the moment. Share the vibe of the call, capture what you talked about, place an order, or create a new opportunity. We call this the RAMP sales workflow because we find if sales reps consistently use this process, it has a ramp-up effect on your sales. Over the next four posts I’ll dive into each of the four RAMP steps in more detail. Follow along and share the tips with your sales team. #sales #salesleadership #salesperformance #numerik Sharing snack-size sales advice to gear your sales reps’ performance up a notch. Grab my guide to real-time sales performance management in the comments below.

Three key criteria drive sales performance: tracking granular goals, providing reps real-time data on sales, and making sales activity visible.   Goals for a salesperson could be:   - Revenue. - Sales of hero products with high GP. - Level of activity expected, e.g. # of face-to-face visits   Establish clear goals, track progress, and make sure you’ve got buy in from your sales team, because there’s no point establishing goals reps don’t rate as important.   Once you're tracking your goals, the next step is giving your sales team instant access to the data they need.   - What are customers spending? - What products are they ordering? - What’s trending in their market?   A really powerful search is invaluable, so your reps can find any data they need fast.   And your reps need to be able to see at a glance whether they’re on track for their targets.   To complete the loop, record your sales teams’ activities.   That way you’ll start to see what activities are working. If your reps are doing certain sales activities, is that actually having an impact on your sales results? Numerik supports each of those three areas by making it easier for you to track goals, access instant data, and see what activity your sales team takes.   #sales #salesleadership #salesperformance #numerik Sharing snack-size sales advice to gear your sales reps’ performance up a notch. Grab my guide to real-time sales performance management in the comments below.

Are your sales teams not delivering the revenue results despite consistent changes in personnel? It might be time to reevaluate your approach! Frequently, companies let go of salespeople they deem "underperforming," hoping for a revenue boost. However, the real issue might not lie with individual performance but with the metrics used to make decisions. Measuring sales success solely on revenue numbers can be very misleading and cost your company hundreds of thousands of dollars in sales. Even metrics like the number of calls made or meetings scheduled might not reflect the quality of interactions or the challenges faced by sales professionals. Are we considering the entirety of the sales process? Are we focusing on efficiency? Perhaps it's time to reconsider your evaluation criteria. It's crucial to adopt a holistic approach, utilizing metrics that truly reflect the sales process's effectiveness and align with the company's overarching goals. By redefining your evaluation criteria and providing the right support and resources, we can empower your sales teams to drive revenue growth more effectively. Let's shift your focus from a revolving door of sales hires to a strategy centered on proper metrics, fostering a more robust and sustainable revenue-generating environment. Contact us at www.salespulse360.com to learn more! #SalesStrategy #MetricsThatMatter #RevenueGrowth #SalesPerformance

Check out this video from Sam Jacobs on what it means to have a #gotomarket strategy.