As you may know, my book, The Sales Development Playbook, is coming out later this month. (Side note: This is my first and last book so enjoy!)
The publisher is releasing the book in ebook, physical, and audiobook formats. But I'm interested in how you read business books.
I'm hoping you can spare 30 seconds for the poll below. You can also sign up to be notified when the book is released.
Thank you!
Read More
Josh Allen is a sales leadership veteran. From inside sales rep to manager to EMEA sales director to current VP of Sales at LogMeIn, Josh has a track record of leading successful teams. We recently sat down to discuss how he thinks about and measures KPIs for his sales reps.
(Note: LogMeIn is a remote access software/SaaS company with a higher-volume, lower-ASP model.)
Josh and LogMeIn have departed from traditional (one-size-fits-all) sales KPIs in favor of customized metrics for each and every sales rep.
"We've tried cookie cutter KPIs – for example, everybody has to make 60 dials a day, create 5 new opportunities a week, etc. But when you apply KPIs broadly across different sales teams, and try to graph it, you're going to have people who are on the high end and the low end. And very few people who are actually meeting the target."
Rather than apply uniform metrics, they decided to build a formula that would be as customized as possible to the individual sales rep. Using historical sales performance, they isolate that specific individual’s metrics.
Read MoreTopics: inside sales management, metrics
It’s a tough hiring market -- especially for SDR and AE roles. In some locations (San Francisco, New York, and Boston), it has become almost impossible.
I know from speaking with Sales Leaders (and from our research) that companies are being forced to hire younger and less experienced reps. It seems “straight out of college” has become the new “1-2 years of experience” and that “minimum of 1 year of selling” has replaced “3+ years in a sales capacity.”
By this point, if you don’t have a healthy number of “Millennials” on your team, you’re in the minority. Despite the stereotypes (social media-obsessed, marriage-delaying, selfie-addicts), Millennials actually stay longer with their employers than the previous generation.
Read MoreTopics: inside sales management, inside sales hiring, inside sales motivation
Today, we launch our Sales Development research - focused on teams generating pipeline (aka SDRs, BDRs, LDRs, etc.).
This is our sixth round of research, since 2007. The key themes we'll explore include:
We worked hard to make this year’s survey easier and it will take roughly 6 minutes to complete. If you lead a Sales Development group, please participate.
Topics: metrics