Welcome to the Marginal Gains, Maximum Profit podcast: where seasoned B2B sales professionals go to get the best new sales tips, techniques and trends to maximise their sales results. With clear advice, guidance and special guests, Marginal Gains, Maximum Profit is here to help sales professionals make simple, key changes that generate better results – in any economy!

Join Jess Lorimer and Robert Cutler of Selling to Corporate as they analyse the market and show you how to navigate mindset changes, new lead generation strategies, hiring ‘how-to’s and of course, those strategic sales techniques to see you into your next promotion.

This second episode of the podcast focuses on one of the most contentious topics of sales professionals careers – KPIs and Metrics.   Jess & Rob dive into the behemoth topic, assessing the reasoning behind KPIs and how as a team member they can make your life easier.

If you are a Sales Manager or Director, this episode will outline how using efficient metrics can be the most important motivator to any sales professional and ultimately help your team deliver consistent revenue from new and existing customers.  It’ll also help you with forecasting and board meetings!

Along the way Jess & Rob will also recount tales of their own experiences as both fresh graduate sales executives, right up to managing their own sales teams along with imparting advice across the next 40 minutes.

Key points within this episode include:

• Does liking KPI’s make me a nerd? [1.11]

• Your whole life has been based on Metrics, even if you didn’t realise it [1.55]

• Jess anecdote on metrics and KPIs in her first job, and how they made a direct impact on her selling at 16 years of age [2.09]

• Sales people are arrogant and don’t want to be told what to do! [4.10]

• Arbitrary metrics do not make a difference [5.12]

• In life there are some things you just have to do, and reaching your KPIs is one of them – targets help you make real cut through [7.10]

• How will you be measured on home or hybrid work places? [9.07]

• Motivating sales people is HARD! [12.15]

• You have to help your sales team understand how the metrics fit into the playbook of the sales cycle [14.06]

• How KPIs can help avoid the downward spiral of a lost sale [14.45]

• As a Sales Manager, what aspects of your Sales Executives work should you be tracking? [16.20]

• Jess on Good Morning Britain talking productivity and working hours [17.41]

• Rob gets on his soapbox to complain about the relevance of telephone time checking in the wider scope of metrics [19.06]

• Lazy people are sales people.  But it isn’t a bad thing because we find efficiencies [20.30]

• Let’s close some deals [21.14]

• Using metrics as your money printing tool not as a stick to be hit with [23.47]

• Correct metrics can increase your sales staff feeling of motivation, feeling of value and ultimately their revenue returns [26.50]

• Can Rob be an athlete? [28.20]

• Process is KEY.  Without it the whole of the Metrics & KPI discussion is irrelevant [29.40]

• How having accurate metrics can help you to forecast better as a Sales Manager [31.27]

Key Resources Mentioned in this Episode:

Future of Sales In Sport – Whitepaper: https://corporate.selltocorporates.com/whitepaper/

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales?  You need to be asking the right questions and getting the best information to support future work.  Download our Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/STCTop5BDQuestions

To book your free market insights call with Rob, rob@sellingtocorporates.com

How to leave a review –  https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/

Content Disclaimer

The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.

Disclaimer: Some of these links are for products and services offered by the podcast creator.