Comments on: Quantify Yourself http://thesalesblog.com/2009/12/quantify-yourself/ The Sales Blog Mon, 06 Feb 2012 23:29:00 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: Quantify III: The Problem with Panaceas http://thesalesblog.com/2009/12/quantify-yourself/comment-page-1/#comment-586 Quantify III: The Problem with Panaceas Mon, 04 Jan 2010 00:43:27 +0000 http://thesalesblog.com/?p=1505#comment-586 [...] last two days have generated some interesting comments and feedback. The first was a post titled Quantify Yourself. This post explained that sales is not a numbers game and suggested that you quantify your own [...] [...] last two days have generated some interesting comments and feedback. The first was a post titled Quantify Yourself. This post explained that sales is not a numbers game and suggested that you quantify your own [...]

]]> By: Quantify Yourself II: The Return of Activity over Effectiveness http://thesalesblog.com/2009/12/quantify-yourself/comment-page-1/#comment-579 Quantify Yourself II: The Return of Activity over Effectiveness Sat, 02 Jan 2010 20:35:03 +0000 http://thesalesblog.com/?p=1505#comment-579 [...] S. Anthony Iannarino on January 2, 2010 A few days ago I wrote a post entitled Quantify Yourself. The premise was simply that you have to know your own personal sales metrics, and that it is your [...] [...] S. Anthony Iannarino on January 2, 2010 A few days ago I wrote a post entitled Quantify Yourself. The premise was simply that you have to know your own personal sales metrics, and that it is your [...]

]]> By: alan timothy http://thesalesblog.com/2009/12/quantify-yourself/comment-page-1/#comment-578 alan timothy Sat, 02 Jan 2010 14:25:15 +0000 http://thesalesblog.com/?p=1505#comment-578 I think your relative importance is incorrect between the 'numbers' and the 'magic' and is not based on fact, your view read a bit like the other Sales myth that less I do the better I will be? The second point I would make is that neither metrics nor magic is of use when bought/used out of context, yet many companies either buy training or install a CRM/SFA solution without understanding what problem they are trying to address. We have identified there are only 5 reason why sales fail, once these are understood then the next steps is to devise a plan addressing the specific causes, understand what you need to measure to make a real difference, which leads onto which KPI’s to choose. Then you can start with the actions such as training etc and of course measure the impact. The 5 reasons why sales may be down are (c) Alan Timothy/Profile Analysis. 1. Customer Churn 2. Reduced Field team performance relative to competition 3. Falling average customer revenues 4. Product focus 5. Market focus Back to your comment on ‘activity levels’, we have collected data/information on c.4 million field sales visits from 3,000 field sellers via www.i-snapshot.com and the one thing which is the most highly correlated to revenue growth is activity. With the top quartile of a sales team typically doing twice the activity of the bottom quartile, then improving the bottom quartile has significant impact on revenues. It also turns out that those with higher activity rates also have the highest ratio of positive outcomes. The magic can improve results but only once you have the numbers measured and managed. I think your relative importance is incorrect between the ‘numbers’ and the ‘magic’ and is not based on fact, your view read a bit like the other Sales myth that less I do the better I will be? The second point I would make is that neither metrics nor magic is of use when bought/used out of context, yet many companies either buy training or install a CRM/SFA solution without understanding what problem they are trying to address.
We have identified there are only 5 reason why sales fail, once these are understood then the next steps is to devise a plan addressing the specific causes, understand what you need to measure to make a real difference, which leads onto which KPI’s to choose. Then you can start with the actions such as training etc and of course measure the impact.
The 5 reasons why sales may be down are (c) Alan Timothy/Profile Analysis.
1. Customer Churn
2. Reduced Field team performance relative to competition
3. Falling average customer revenues
4. Product focus
5. Market focus
Back to your comment on ‘activity levels’, we have collected data/information on c.4 million field sales visits from 3,000 field sellers via http://www.i-snapshot.com and the one thing which is the most highly correlated to revenue growth is activity. With the top quartile of a sales team typically doing twice the activity of the bottom quartile, then improving the bottom quartile has significant impact on revenues. It also turns out that those with higher activity rates also have the highest ratio of positive outcomes.

The magic can improve results but only once you have the numbers measured and managed.

]]> By: uberVU - social comments http://thesalesblog.com/2009/12/quantify-yourself/comment-page-1/#comment-567 uberVU - social comments Thu, 31 Dec 2009 04:30:33 +0000 http://thesalesblog.com/?p=1505#comment-567 <strong>Social comments and analytics for this post...</strong> This post was mentioned on Twitter by iannarino: Succeed in B2B Sales: How are you performing? Quantify Yourself! http://bit.ly/8aCWIc #sales #salestip... Social comments and analytics for this post…

This post was mentioned on Twitter by iannarino: Succeed in B2B Sales: How are you performing? Quantify Yourself! http://bit.ly/8aCWIc #sales #salestip…

]]> By: BizSugar.com http://thesalesblog.com/2009/12/quantify-yourself/comment-page-1/#comment-566 BizSugar.com Thu, 31 Dec 2009 03:01:04 +0000 http://thesalesblog.com/?p=1505#comment-566 <strong>Quantify Yourself...</strong> They say that sales is a numbers game. It’s not a numbers game; it is far too complex and too important to be boiled to something as simple as making more calls. But that doesn’t mean there isn’t a lot to be gained by looking at some metrics and making... Quantify Yourself…

They say that sales is a numbers game. It’s not a numbers game; it is far too complex and too important to be boiled to something as simple as making more calls. But that doesn’t mean there isn’t a lot to be gained by looking at some metrics and making…

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