‘3 Steps to Create a “Moneyball” Sales Team’ – HubSpot
Bob Marsh says, “Old-school sales managers were a lot like old-time baseball scouts. They both relied on seat-of-the-pants instincts to locate and manage their teams.
But these scouts were bested when Oakland A’s manager Billy Beane (subject of the book/movie Moneyball) started using metrics-driven decisions to build a winning team.
While baseball’s sea change happened almost 15 years ago, sales managers are just starting to catch up. According to a 2015 study from The Bridge Group, only 66% of reps in a given group achieve quota. Clearly, treating sales organizations like black boxes has not been an effective sales management strategy. As sales managers, we need to guide our reps to success by providing a plan to achieve quota, and that plan should use data and clearly defined sales processes.
That’s right, I’m talking about activity-based selling. This methodology is based on the premise that sales is the result of a cascading set of activities. Activity-based selling enables you to better manage sales pipelines, which research from Vantage Point Performanceshows is correlated with higher company growth rates”.
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