Comments on: Piling on! More on the Most Useless Metric in Sales http://thesalesblog.com/2010/07/piling-on-more-on-the-most-useless-metric-in-sales/ The Sales Blog Tue, 07 Feb 2012 23:02:00 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: Reagan http://thesalesblog.com/2010/07/piling-on-more-on-the-most-useless-metric-in-sales/comment-page-1/#comment-2841 Reagan Sun, 18 Jul 2010 04:41:12 +0000 http://thesalesblog.com/?p=5298#comment-2841 Good focus by Dave on using the salesperson's win ratios. I am a firm believer in using past performance by a salesperson as an accurate forecasting tool. Human beings are creatures of habit. We get used to making a certain amount of money, if something is threatening our wallet most of us will take quick steps to ensure its safety. A strong atmosphere and expectation of constant prospecting will ensure the opportunity to replace any lost deal. Great post! Good focus by Dave on using the salesperson’s win ratios. I am a firm believer in using past performance by a salesperson as an accurate forecasting tool. Human beings are creatures of habit. We get used to making a certain amount of money, if something is threatening our wallet most of us will take quick steps to ensure its safety. A strong atmosphere and expectation of constant prospecting will ensure the opportunity to replace any lost deal. Great post!

]]> By: Dave Brock http://thesalesblog.com/2010/07/piling-on-more-on-the-most-useless-metric-in-sales/comment-page-1/#comment-2838 Dave Brock Sun, 18 Jul 2010 01:23:41 +0000 http://thesalesblog.com/?p=5298#comment-2838 Anthony: thanks for the compliment! I appreciate it. There has to be a better way to look at deals and their odds to win. Much is based on the way customers buy and make decisions. Many of the areas you discuss are great elements. The one thing I know is the current approach is, at best, meaningless, at worst misleading. Tom thanks for you comment. I was just focusing on on specific issue---happened to run across a lot of issues recently on it. There are many very powerful metrics based on the funnel/pipeline. I've written about many of those in the past year. Additionally, the concept of narrowing the funnel is similar to what I've written on Vicious Disqualification. The issue of velocity is related to the issue of cycle time reduction. You may want to visit my blog and look at those articles--I'd welcome your comments! Regards, Dave Anthony: thanks for the compliment! I appreciate it. There has to be a better way to look at deals and their odds to win. Much is based on the way customers buy and make decisions. Many of the areas you discuss are great elements. The one thing I know is the current approach is, at best, meaningless, at worst misleading.

Tom thanks for you comment. I was just focusing on on specific issue—happened to run across a lot of issues recently on it. There are many very powerful metrics based on the funnel/pipeline. I’ve written about many of those in the past year. Additionally, the concept of narrowing the funnel is similar to what I’ve written on Vicious Disqualification. The issue of velocity is related to the issue of cycle time reduction. You may want to visit my blog and look at those articles–I’d welcome your comments!

Regards, Dave

]]> By: Tom Knight http://thesalesblog.com/2010/07/piling-on-more-on-the-most-useless-metric-in-sales/comment-page-1/#comment-2831 Tom Knight Sat, 17 Jul 2010 15:29:42 +0000 http://thesalesblog.com/?p=5298#comment-2831 Great post by Dave. But what about above the funnel metrics that predict oppty quality? There's a huge oppty for most companies to narrow their funnels and increase their velocity by increasing the number of high quality inputs. Otherwise your still playing the garbage-in-garbage out game, and polishing the proverbial ... Great post by Dave. But what about above the funnel metrics that predict oppty quality? There’s a huge oppty for most companies to narrow their funnels and increase their velocity by increasing the number of high quality inputs. Otherwise your still playing the garbage-in-garbage out game, and polishing the proverbial …

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