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The 5 Metrics for Growing Your Team Effectively

Date post: 09-Jul-2015
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The 5 Metrics for Growing Your Team Effectively by Steve McKenzie, VP of Sales, InsightSquared. This deck was originally presented at Sales Hacker Series Boston on November 18th, 2014.
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The 5 Metrics for Growing Your Team Effectively Steve McKenzie VP Sales, InsightSquared Sales Hackers Series November 2014
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Page 1: The 5 Metrics for Growing Your Team Effectively

The 5 Metrics for Growing Your Team Effectively

Steve  McKenzie  VP  Sales,  InsightSquared      Sales  Hackers  Series    November  2014    

Page 2: The 5 Metrics for Growing Your Team Effectively

Steve McKenzie VP Sales, InsightSquared Head of European Sales, VP Strategic Accounts at Mimecast Passionate about small businesses MBA from University of Cape Town

Page 3: The 5 Metrics for Growing Your Team Effectively

What are the 5 Key Metrics for Growing Your Team?

Lead  Trajectory  

Lead  to  Opportunity  Conversion  Rate    

Sales  AcBviBes  RaBos    

Pipeline  Inflow  and  OuGlow  

Bookings  Bookings  Bookings    

Page 4: The 5 Metrics for Growing Your Team Effectively

Lead Trajectory and MQL Growth

Page 5: The 5 Metrics for Growing Your Team Effectively

Are We Growing our MQL Number?

Page 6: The 5 Metrics for Growing Your Team Effectively

Lead to Opportunity Conversion Rate Over Time

Page 7: The 5 Metrics for Growing Your Team Effectively

Where do Unqualified Leads Fall out of our Sales Funnel?

Page 8: The 5 Metrics for Growing Your Team Effectively

Call to Connect Ratio and Meeting to Deal Ratio

Page 9: The 5 Metrics for Growing Your Team Effectively

Is My Sales Team Working the Phones Effectively?

Page 10: The 5 Metrics for Growing Your Team Effectively

Pipeline Inflow/ Outflow

Page 11: The 5 Metrics for Growing Your Team Effectively

Are We Winning More Than We Lose?

Page 12: The 5 Metrics for Growing Your Team Effectively

Analyze Your Bookings

Page 13: The 5 Metrics for Growing Your Team Effectively

Is Your Team Converting Opportunities into Deals?

Page 14: The 5 Metrics for Growing Your Team Effectively

InsightSquared.com/free

Free Sales Tools

Page 15: The 5 Metrics for Growing Your Team Effectively

Thank You!

Questions? [email protected]

Twitter: @stevemckenzie72 Website: www.insightsquared.com


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