[slideshare] 12 must ask questions for sales managers and vps

Must-Ask

Questions

for Sales

Managers

and VPs

12

#1: How Are My Reps Preforming

Against Their Goals?

This identifies how your reps are

preforming in a given period of time vs.

their individual goals by activity. This

helps measure each rep’s progress,

informs whether goals are too easy or

too aggressive, and compares

activities among your reps with similar

goals to provide motivation.

Million Dollar Insights

#2: How Effective Are My Reps’

Activities?

This identifies your sales reps’ current

activities and their conversion ratios. This

enables you to track activities and ensure

they are converting well to deals, use

activity counts and effectiveness as an

indicator for future sales performance,

helps you understand which activities lead

to closing deals, and spotting who needs

improvement.


#3: What Does Our Pipeline Look

Like Today?

This identifies the current state of your

pipeline by close date and by the most

important deals that merit attention. This

enables you to prioritize your team’s

efforts based on the characteristics of

the opportunity, keep opportunities

moving forwards, maintain an accurate

forecast, and understand which

opportunities are risky.


#4: What Are We Forecasting

to Close?

This identifies your forecasted revenue by

month or quarter based on your reps’

reported pipeline projections. This allows

you to gain insight for sales planning and

report to your executive team, get better

accuracy and coach your reps on deal

inspection and accurate forecasting, and

setting expectations for the performance of

your sales team.


#5: How Much Have My

Employees Booked?

This identifies how well this month’s

sales are progressing by employee. It

will enable you to identify which reps

are performing well and which reps

are struggling to meet goals, it

distinguishes which reps close the

most deals and which reps book the

most business.


#6: How Well Are This Month’s

Bookings Progressing?

This identifies how well each month’s

sales are progressing based on

historical and current data and against

your team’s goals. This way you are

able to anticipate your bookings

trajectory and set expectations with

company leaders early on in the

current sales cycle.


#7: How Many Opportunities Do

Reps Have In Their Pipeline?

This identifies the number of opportunities

reps have in their pipeline and what

stages the opportunities are in. This gives

you a high level overview of how many

deals each rep has in their pipeline that

are set to close in the near term. You can

better understand who needs more

opportunities and who needs to close, and

you can see which reps are managing too

many opportunities.


#8: Where is the Weakness in Our

Sales Process?

This identifies the number and win rates at

each opportunity stage of you sales funnel.

It enables you to find where you can make

an incremental improvement in your sales

process to have a dramatic impact on your

business by finding the weakest points in

your sales process, and you can

understand the number of qualified leads

your team will need to meet goals based

on conversion rates.


#9: How Are Our Bookings Trending

Over Time Versus Our Goals?

This identifies whether your team is

winning enough business by deals,

bookings, and against their quotas to hit

both short term and long term goals. This

enables you to set goals for your sales

team and measure against them, you can

determine if your business is healthy and

growing and if the average value of your

deals is changing over time.


#10: How Many Opportunities Do

We Win Versus Lose?

This tracks wins vs. losses and the

value of those opportunities. As a

result, you can see win/loss trends

over time and looks at each rep’s

performance, you can gauge how your

rates change as your pipeline grows,

and you can use past information to

set benchmarks for future

performance.


#11: What is the Profile of Won

and Lost Deals?

This identifies sales cycle trends for

deals that are won vs. deals that are lost

and helps identify the profile of Closed-

Won and Closed-Lost opportunities. This

way you are able to understand what a

buyer looks like, how quickly they move

through the sales cycle, and explore the

difference of a non-buyer and a Closed-

Lost opportunity.


#12: How Long is Our Sales Cycle

by Sales Rep?

This identifies a sales cycle by stage

for each sales rep. It enables you to

understand which reps are most

efficient, how long it takes your reps to

close business, which stages they are

struggling with, and compare reps

side-by-side to understand their short

term and long term success.


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http://learn.insightsquared.com/12-must-ask-questions

[slideshare] 12 must ask questions for sales managers and vps

Sales

dollar insights

reps activities

sales reps current activities

reps preforming

reps progress

number of opportunities

months sales

sales team