Metrics—Which One is Most Important?

Feeling a little overwhelmed by all the new sales tracking technology that seems to come out every month (almost every week)?

If you’re like most companies, then you’ve probably got enough technology in place to measure just about everything: talk time, conversion rates, number of demos being given, lead flow and lead placement in the funnel—top end, middle, and end stage of leads.

And now with A.I., you can automate just about everything else—including phone calls, voice mails, email campaigns, etc.

While working with a new client last week, his management team was asking me which metrics they should focus on as they begin adopting the new best practice approaches we introduced.

Should they look at the increase in leads (or decrease because the leads will now be more qualified) or the number of opportunities?

Should they drill down on length of presentations?

How about numbers of calls? Contacts? Length of the first call?

While all things are important, my suggestion was to focus on the one metric that drives all the others: How the rep is performing while on the call.

What I stressed is using recordings to measure how well a rep handles each part of the phone call. For example, what does your team say when they are told to “Just email me something”?

How about: “We wouldn’t be interested right now?”

How well does your sales team respond to the objection given at the end of the demo: “Can you send me those slides and let me share this with a colleague?”

Measuring your team’s response to these crucial selling situations is what drives everything else, especially your bottom line: Sales.

So here are some questions for you (whether you are a sales manager or V.P. or business owner):

**Are you consistently listening to your team’s calls, grading them, and using the lessons learned to help them perform better each and every day?

If not, then don’t think that if they just make more calls or get more leads or schedule more demos, then you’ll improve your team’s closing percentage and make more sales.

They won’t.

What they will do is waste more time and resources and generate more frustration.

What you need to do is improve your team’s skills sets and improve the way they deal with the common selling situations they get over and over again.

And once you do that, you’ll finally move the needle on all the other metrics of your sales team.

So, begin paying attention to and measuring the most important metric of all: How your team responds to the recurring selling situations they get day in and day out.

If you’d like to know how to improve those skills, then get your team into my new on-demand inside sales training! See it here.


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

Close More Sales with this Training Program

Teamwork concept. People working with new startup project in modern loft. Life in office.

The dog days of summer are quickly approaching…

Why not use them to upgrade your team’s selling skills so they can hit the third and fourth quarter hard?

Check out our best inside sales training available on the Internet: On-Demand Training!

Here’s an example of a training tip that you’ll learn, and that I used, to handle a frustrating objection I used to get all the time: “The price is outside of our budget.”

If you get this objection—while closing or qualifying—then the worst thing you can do is try to answer or overcome it.

Why?

Because 80% of the time this objection is just a smokescreen hiding something else. And until you find out what’s really holding your prospect back, you’ll just go around and around in circles.

Sound familiar?

So here’s what you need to do: Isolate the objection before you attempt to overcome it.

Here’s a simple technique that will allow you to do just that:

Whenever your prospect says, “That price is outside of our budget,” simply respond with:

“And besides price, what else is holding you back?”

And then hit your MUTE button and listen very carefully for the real objection—or objections—that are holding your prospect back.

The reason this technique—among others you’ll learn in my on-demand training—took my sales career to a new level is because by using it I avoided talking past the close and chasing what wasn’t even the real objection!

It forced me to listen rather than ad-lib poor sales techniques—perhaps some of the things your team is doing right now…

And it taught me to identify what the real objection was, so I could focus on that. And only when I understood what was really holding my prospect back did I begin to close more sales.

And your team can too. Use this technique the next time you get the price objection and watch as you get more control over the sales process and uncover the real reason(s) your prospect isn’t moving forward yet.

And if you’d like to learn even more proven techniques, including how to:

  • Eliminate call reluctance
  • Glide past gatekeepers
  • Prospect more effectively
  • Qualify prospects more easily
  • Deliver killer presentations that lead to more closed sales
  • Overcome objections
  • And much, much more!

Then give your team access to my award winning inside sales training!

Sign up here!

Just remember: The sooner you invest in your team and your company, the sooner they’ll close more sales and consistently make more money.

And isn’t that what you wake up in the morning trying to do 5 or 6 days a week?

Invest in sales team today!


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

NFL Schedule Released this Thursday—Are You Ready?

Are you ready for some football? Ok, it’s a little early, but this Thursday, May 12, 2022, the NFL releases the season schedule!

As I thought about the teams currently in mini-camps, I thought about the coaching staffs. I thought about all the professional athletes who are still being coached, day in and day out, by coaches.

You’d think that after peewee football, high school football, college programs, and even years in the NFL, that the players would know by now how to play football. I mean, why do they still need coaches?

And that led me to think about sales teams and individual producers. I have the privilege of working with a lot of companies, coaching and training and scripting their sales process, but for each company I work with, there are thousands who go without ongoing coaching.

And, unfortunately, the result shows.

If you are a sales manager or business owner with an inside sales team, you need to offer each player on your team daily and weekly coaching. Here are three ways to go about that:

#1: Once a week, go over a recording with each of your reps and offer positive suggestions for how they can improve on their next call. Then, listen to their calls the next week and see if they’ve implemented the changes you tasked them with.

This is like football teams watching film of practice and games. No NFL team (or any other professional) could improve without constantly critiquing their performance.

If you are an individual sales producer, then grab a buddy and listen to each other’s calls on a weekly basis. This is the single most important thing you can do to improve.

#2: Make sure your team has a playbook and is drilling, practicing, and using the plays in it. Your playbook is, of course, the best practice scripts you have developed to help your sales team handle the objections and selling situations they face, day in and day out.

You do have an updated, proven script playbook, don’t you?

If you don’t, then it would be like an NFL team going into the huddle and having the players say, “I’m just going to get open!”

It’s a mess is that what is…

#3: Know your player’s statistics. Know what each rep’s close rate is, how many leads/prospects they generate, and make sure they all know it as well.

Management 101: You can’t improve what you don’t measure.

Again, think of NFL players: Every stat is known. Every yard they make, every tackle they make, every fumble or missed ball is recorded and added to their overall score.

And this is what the coaches work on to make them better—and use to gage improvement.

Coaching isn’t something that happens at the beginning of a player’s/rep’s career and then stops.

It’s an ongoing process that results in constant improvement.

I love being a coach to sales reps and companies, and I feel I’m great at what I do. If you or your team are looking for ideas on how to improve, reach out to me: Mike@mrinsidesales.com

I’d be happy to have a discussion with you and offer you some personalized suggestions.

In the meantime, 8 p.m. eastern, the NFL 2022 schedule releases.

Go Bucs!


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

The Only Black Friday Sale that Matters

black friday sale

It’s that time of year again–the time when every company has a black Friday sale.  

I’m going to make this easy for you: We’re offering just one product on sale–the best product we have at the lowest price it has EVER been offered. 

It’s my bestselling 5-CD Series: How to Double Your Income Selling Over the Phone, and this audio series (available as in MP3 instant download as well), has made many sales professionals more money than they thought possible.  

By following this proven blueprint for success, you can double or even triple your income in the next 12 months. That is what happened for me and many others. 

Just think of what that would do for your career and your life… 

In addition (I did say this is the only Black Friday sale you’ll need), I’m also throwing in my bestselling ebook of scripts: The Complete Book of Phone Scripts. The regular price for this proven program is $249 + $49 for the script book (previous sale price for both $149), but for this sale, you can get both of these invaluable resources for just $79

Just use the coupon code: “Black” during checkout and you’ll be on your way to prospecting better, overcoming objections easier, and making more money than anyone in your office.  

How’s that for a Black Friday sale? Order Now 

Note: This sale begins now through Sunday, December 1st, Midnight.  

Here’s to making more money than you’ve ever made before! 


Need More Proven Responses to the Selling Situations You Face Every Day?

Join Our Next Training:

If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Who Should Attend?

Any sales reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

Stop “Following Up,” and Start Closing

Closing Techniques, Cold Calling, Frontline Reps, Phone Sales, Prospecting, Sales Tips, Frontline Reps, sales scripts, Assume for Sale, Best Practices, Follow up

How do you open your 2nd or 3rd call to prospects whom you’ve already pitched? Is it something like:

“I’m just calling to follow up on our proposal….”

OR

“I’m just calling to see what you thought about our bid?”

OR

“I was just seeing if you had time to speak with (your boss, partner, committee) yet?”

What do all of these openings have in common? They put the control of the call in your prospect’s hands.

Moreover, they are uninspiring, a bit weak, and, frankly, don’t inspire much confidence or excitement, do they?

Why not be more convincing and enthusiastic? Why not lead your prospect into the sale by referring back to the benefits he or she is going to get by working with you?

Try this:

“{Prospect}, great speaking with you again. You know, I’m looking forward to sending you the X number of RFQ’s our program can generate for you, and to helping you achieve (whatever their buying motive was). What is the best way for us to start working together today?”

OR

“{Prospect}, I’ve been excited to get back to you today. I know you were meeting with your boss about our proposal, and I know you were recommending this to him. I’m sure he saw the value in what we do, and I’m sure he is looking forward to (reinforce their buying motive here—’getting those additional XYZ every month.’).

“So tell me, what package have you both decided to move forward with today?”

As you can see, what you’re doing here is reinforcing and assuming the positive outcome here—rather than opening your closing call with doubt and uncertainty.

And don’t worry: If your prospect says they don’t have the money, then you know what to do, right? You isolate that stall!

Try:

“And let me ask you: If you did have the budget today, then is this something you would go with, right?”

OR

“Besides budget, what else is holding you back today?”

You get the idea.

Bottom line: As I explain in my book, Power Phone Scripts, the secret of sales is that 80 to 90% of the selling situations and objections you get are the same. The way to overcome them is to have proven, best practice responses on hand so you can practice perfection and close more sales.

And that’s what using the scripts above will help you do.

Want more? Invest in Power Phone Scripts today and watch your sales—and confidence—soar!


Need More Proven Responses to the Selling Situations You Face Every Day?

Join Our Next Training:

If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Who Should Attend?

Any sales reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

Metrics: Why Most Companies Get it Wrong

B2B Sales, Appointment Setting, Closing Techniques, Cold Calling, Frontline Reps, Metrics, Phone Sales, Sales Process, Sales Tips, Sales Training, Best Practices, Benchmarks, Sales Skills

If you’re in inside sales management, then you know all about metrics. In fact, whenever I consult with new clients the owners and managers automatically begin showing me their call monitoring reports. They show me metrics on how many calls a rep is making, how much average time each rep spends on the phone, what their conversion rate is, and on and on.

When they ask me what I think, I tell them I think they’re measuring the wrong things. 

Now don’t get me wrong—those things are important and they should be monitored. The problem though is that those metrics are not what drive sales. 

You see, it isn’t the activity around the sale that’s most important (and that everyone measures), but rather, it’s the activity that happens during the sale that matters most. 

In other words, as a manager or business owner you need to know exactly what and how your reps are responding and dealing with objections, stalls, and other selling situations during the sales call.

This is what’s most important and it’s exactly what most managers don’t focus on…

 The good news is that this is easy to fix because there are two times when you can monitor and coach this:

  1. You can either monitor your reps while they’re actually on the phone with a prospect or client (by listening in), or:
  2. You can record the call and spend time reviewing and coaching your rep as you go over their actual call with them during your one-on-one coaching with them.

Both of these methods will give you the most important information of all: Are your reps using the best practice approaches to successfully handle the sales situations they run into 80% of the time when trying to sell your product or service? 

If your reps either don’t know how to best handle these sales situations, or if they simply aren’t using effective techniques and skills, or worse, if they just don’t have the talent or willingness to consistently use proven best practices, then it doesn’t matter how much time they spend on calls, or how many calls they make or how many demos they set.

They won’t improve.

Again, what’s important is how they perform during a sales call that matters. And your number one goal as a manager or business owner is to know how each of your reps performs while in the sale, and then to teach them the most effective, best practice techniques to win more sales. 

Once you’ve given your team the skills and techniques they need to succeed in your selling environment—and you’ve trained them thoroughly on them—then managing simply becomes a job of coaching adherence to these best practices and measuring that adherence.  

Bottom line: It isn’t the activity around the sale that’s most important, but rather, it’s the activity during the sale that matters.

And if you’d like help putting a proven system together to measure, monitor and correct that, then click here.


Need More Proven Responses to the Selling Situations You Face Every Day?

Join Our Next Training:

If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Who Should Attend?

Any sales reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

Entrepreneurs: 3 Best Practices for Building an Inside Sales Team

If you’re an entrepreneur or small business owner and you want to sell your product or service over the phone successfully, then there are 3 things you need to know before you begin. Watch this short video, and I’ll tell you exactly what they are:

Inside Sales Force Team Performance Management Training Ideas & Tips

Inside Sales Management Made Easy
By Mike Brooks, https://mrinsidesales.com/

effective inside sales force team rep performance management training ideas, tips, techniques and plan with best practices.

Learn effective inside sales force team rep performance management training ideas, tips, techniques and plan with best practices.

Being an inside sales manager is tough these days.

Technology (which is supposed to make your job easier), is overwhelming and there are just too many new data points technologies allow us to measure:

Top, middle, bottom of the funnel?

Attention time on the demo?

Lead conversion rates per vertical?

Recording metrics measuring keywords, talk time, etc.,

I mean, where do you spend your limited time?

Oh, and don’t forget the meetings, the reporting, the personnel, the emails, and the hundreds of other things you need to do. And, by the way, how are sales and how are you trending this month?

And you’re also asked to train and improve your team—daily. So how can you do that effectively?

Here’s how: sales management is easier than you might think if you break it down to its three most important elements.

If you concentrate on the three areas below, and make it a priority to implement them, your job will get so much easier, and, more importantly, you and your team will start closing more business and the metrics your technology is measuring will look much better.

Here’s what they are:

1) Give your team a consistent, best practice approach. Provide your team with clear, easy to follow sales messaging. Write this messaging down and give them scripts and rebuttals to follow—specific qualifying questions, proper closing techniques, rebuttals to objections, etc.—and get your team’s buy in on them.

Once you do, then:

2) Role play this sales messaging and then implement and monitor the use of this best practice approach.

Think of a great football team. The coaches come up with the best game plan (the system—messaging, if you will), and then they teach it to their players and practice every play and every technique. They drill over and over, and they watch film of each practice and each game to make sure their players are following the plan and using the best techniques.

And that’s what you need to do with your sales team as well.

Once you’ve given your team the best sales messaging and techniques, it’s up to you to train them on it and reinforce adherence to it. You do that by:

• Observing your sales reps as they are on the phone with their prospects and customers (listening in live).

• By recording their calls and reviewing them with each rep.

Then you make sure they are using your messaging.

If you do that—actually get your reps to use the sales messaging that you know works—then they will finally improve and make more sales.

3) Next, you need to discipline your team members when they aren’t following your sales best practices.

When I say discipline, I don’t mean to beat them up if they don’t use your sales messaging. Instead, discipline comes from the Greek work that means to teach, not to scold or make others feel bad.

The proper role of a teacher, coach or sales manager is to point out when a student or sales rep isn’t following the proven tools needed to succeed, and then to help them, or “teach” them to do it better. And that’s where your skills as a manager (and where your time) will be most effective.

You can do this in your one on one’s with each sales rep, and you can do this in sales meetings where you can play recordings of reps who are doing it correctly, and you can do it by feeding lines to a rep while they’re on the phone, or by instant messaging while you’re listening in, etc., or by role playing.

The bottom line is that it’s your job to give your team the right sales messaging to succeed, train them on this, and then monitor and teach them to use it consistently.

Getting your sales team to follow a winning sales message (consistently) is the ultimate key to your success as a sales manager.

And by the way, as an individual producer, you can manage and coach yourself by doing the three steps above. Your success is always up to you, so if you don’t have proven scripts and you’re not recording yourself and you’re not coaching according to your recordings, then get busy—as soon as possible…

Inside Sales Force Management Closing Techniques & Training Ideas

Inside Sales Management: Are you Measuring What Matters Most?
By Mike Brooks, www.MrInsideSales.com

successful inside sales force performance management closing strategy, process techniques, training ideas, prospecting tools and best practices for managers and representatives

Learn about successful inside sales force management closing strategy, process techniques, training ideas, prospecting tools and best practices for managers and representatives.

If you’re an inside sales manager, then you know all about metrics. In fact, whenever I consult with new clients, the owners and managers automatically begin showing me their call monitoring reports. They show me metrics on how many calls a rep is making, how much average time each rep spends on the phone, what the top of the funnel looks like, what their conversion rate is, and so on.

When they ask me what I think, I tell them they are missing the most important thing. Now don’t get me wrong—those things are important and they should be monitored. The problem, though, is that those metrics are not what drive sales.

You see, it isn’t the activity around the sale that’s most important (and that everyone measures), but rather, it’s the activity that happens during the sale (during the calls) that matters most.

In other words, as a manager you need to know exactly what and how your reps are responding and dealing with their prospects and clients during each sales interaction.

There are two times to monitor and coach this:

1) You can either monitor your reps while they’re actually on the phone with a prospect or client (by listening in live), or:
2) You can record the call and spend time reviewing and coaching your rep as you go over their actual sales performance.

Both of these methods will give you the most important information that matters most: Are your reps using the best practice approaches to successfully handle the selling situations they run into 80% of the time when trying to open and close your product or service over the phone?

If your reps either don’t know how to best handle these selling situations, or if they simply aren’t using effective techniques and skills—or worse, if they just don’t have the talent or willingness to consistently use proven best practices—then it doesn’t matter how much time they spend on calls, or how many calls they make or how many leads they generate.

Again, it’s how they perform during a sales call that matters most.

And your number one goal as a manager is to know how each of your reps perform while in the sale, and then to teach them the most effective, best practice techniques to open and close more sales.

Once you’ve given your team the skills and techniques to succeed in your selling environment, and you’ve trained them thoroughly on these techniques, then managing becomes much easier: it becomes a job of coaching adherence to your best practice approach (see numbers one and two above).

And when you start putting emphasis here, you, and your team, become more effective.

Sales Management: The One Metric That Matters Most

Greetings from Chicago! I’m here this week presenting at the American Association of Inside Sales Professionals (AA-ISP) Leadership Summit. If you’re attending the Summit, then make sure and say hello to me.

And if you’re in the city, then stop by and join the breakout session I’m giving tomorrow, Wednesday, at 4:15 pm in the Mayfair room, entitled: The Sales Manager: Seven Crucial Skills Every Inside Sales Leaders Needs Now.

If you’re in sales leadership or in a direct sales management role, you’ll learn a ton of useful strategies and tools to help your team produce more and be more confident. I look forward to seeing you all tomorrow.

One of the “Seven Crucial Skills” I’ll be speaking on has to do with metrics. And the one metric I’ll be speaking about is the one that is the most important one for driving sales and making revenues. I wonder if you can guess what it is?

If you’re in management, then there are lots of metrics to choose from. Companies measure all kinds of things these days—number of phone calls, connect rates, presentations set, leads in the funnel, etc. With technology the way it is, there is no shortage of ways to break processes down and measure them.

But are you measuring the most important one? As you’ll learn today (and I’ll go into more detail tomorrow in my presentation), if you’re not measuring exactly how your reps are performing on the phones during their calls with prospects and clients, then you’re missing out on the most important metric of all.

When I say measuring how your reps are performing, I mean, of course, grading each part of both their prospecting call and/or their presentation calls. You do this by listening to their recordings and literally grading adherence to your best practice, scripted approach. For example, on the prospecting or cold call, did your rep:

  • Handle the gatekeeper professionally and get put through to the decision maker?
  • Make a connection with the decision maker and build instant rapport?
  • Deal with any resistance blow off statements with a best practice approach?
  • Give a quick value statement and give the prospect a chance to interact?
  • Engage the prospect so they didn’t feel pitched at?
  • Qualify the prospect thoroughly, discovering things like buying motive, decision process, timeline, etc.?
  • Set a specific follow up call and a follow up action?
  • Fill out a qualifying checklist?

As you can see, many of the regular metrics (listed previously) don’t drill down to this level of detail, but it is preciously this level of detail that determines how successful a rep will be in making a sale.

If you’d like to know more about how to get this information, and how to measure it, then either attend my breakout tomorrow, or reach out to me for coaching.

I’m looking forward to seeing many of you tomorrow!