What do “250 Top Sales Organizations” focus on to improve Sales Velocity ?

Here’s what “250 To Sales Organizations” surveyed by Outreach have in common.

Let’s look at insights across the funnel :-

1. Top of the Funnel
2. Meeting Hold Rates
3. Opportunities Creation
4. Close/Win Rates

1. Top of the Funnel

Includes activities like; calls, emails, meetings scheduled.

Reality Check :-

There is a “30% top-of-the-funnel gap” between Sales Leaders Expectation Vs. Sales Team Performance.

Pandemic among others, posed challenge for sales teams to meet their leaders expectations.

Conventional wisdom tells us that increasing top-of-funnel is a proven way to improve bottom-of-funnel outcomes.

Over-emphasis on top of the funnel quantity over quality might have adverse effect on win rates.

WIN Rates :-

Sales teams are able to meeting their leaders’ expectations when it comes to “winning deals.”

Question?

Given the above contradiction, should Sales Leaders set more aggressive goals on bottom-of-funnel conversion and win rates rather than always beating the “you need more pipeline” drum with unachievable top-of-funnel targets?

Let’s debate….

#salesperformance
#saleseffectiveness
#salesleaders
#salesanalytics
#salesenablement