Sales Hustle is now Sales Transformation
April 14, 2022

#286 S2 Episode 155 - Know Your Personal Sales Numbers

IF YOU’RE GONNA PLAY THE NUMBERS GAME, YOU GOTTA DO IT RIGHT.

In this episode of Sales Transformation, Collin Mitchell explains how sales quotas are not enough drivers for performance when you are in sales. If you really want to hit your targets like a headshot and get the best results you could ever dream of, you have to set yourself some KPIs. For Collin, Sales is an art and has science to it, but numbers do matter.


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HIGHLIGHTS

Tracking the right things
Key Performance Indicators
The balance of numbers and self worth

QUOTES

Collin: "Let's be clear, sales is not only a numbers game, there's an art and a science to sales. But the numbers do matter. If you're going to hit your quota, you need to make sure that you're tracking the right things.”

Collin: "Key Performance Indicators are numerical targets that you set for every measurable aspect of your role.”

Collin: "These are different for everybody, don't take the number that maybe your sales manager has given you, in order for you to hit the number based on other people's performance.”

Collin: "Make sure that you are tracking the right things and focusing on the right revenue generating activities to hit those goals that you have in front of you.”

Connect With Collin on LinkedIn

Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!


IF YOU’RE GONNA PLAY THE NUMBERS GAME, YOU GOTTA DO IT RIGHT.

In this episode of Sales Transformation, Collin Mitchell explains how sales quotas are not enough drivers for performance when you are in sales. If you really want to hit your targets like a headshot and get the best results you could ever dream of, you have to set yourself some KPIs. For Collin, Sales is an art and has science to it, but numbers do matter.

 

Join Our Free Podcast Community HERE!

Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! 

Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!

HIGHLIGHTS

  • Tracking the right things
  • Key Performance Indicators
  • The balance of numbers and self worth

QUOTES

Collin: "Let's be clear, sales is not only a numbers game, there's an art and a science to sales. But the numbers do matter. If you're going to hit your quota, you need to make sure that you're tracking the right things.”

Collin: "Key Performance Indicators are numerical targets that you set for every measurable aspect of your role.”

Collin: "These are different for everybody, don't take the number that maybe your sales manager has given you, in order for you to hit the number based on other people's performance.”

Collin: "Make sure that you are tracking the right things and focusing on the right revenue generating activities to hit those goals that you have in front of you.”

Connect With Collin on LinkedIn 

Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

Looking to start your own Podcats? Book a FREE strategy call. 🚀

Transcript

[00:00:00] In the world of sales, you either sink or swim or breakthrough to the next level. My name's Colin Mitchell. And this is sales transformation, a new kind of sales show designed to bring you through the epic life-changing moments of elite sellers. So you can experience your own sales transformation. [00:00:29] Hey, before we start today's episode, I wanted to bring you in on the best kept secret in B2B sales. If you're serious about social selling and your only strategy is cold, the M's through LinkedIn. You're missing the mark big time. Learn how I fully manage revenue generating podcast can change your life and your pipeline@salescast.com. [00:00:56] All right. Welcome to another episode of sales transformation. Today is going to be a solo episode is going to be short and sweet as always here and today. I want to talk about the numbers of sales. If you're going to play the numbers game and let's be clear, sales is not only a numbers game. There's an art and a science to sales. [00:01:19] But the numbers do matter. If you're going to hit your quota, you need to make sure that you're tracking the right things in order to get the results that you're looking for. You want to make sure that you're looking at proper KPIs, key performance indicators, um, are numerical targets that you set for every measurable aspect. [00:01:39] Your role. Okay. So these metrics are going to determine with your personal preference, depending on the business of which you want to improve. Okay. So things that you'll want to track is number of activities that could be calls LinkedIn messages. Uh, emails, uh, pre discovery or discovery calls or demos proposals sent. [00:02:02] These are all things that you need to track. Now, most of this data typically lives in the CRM, but very few individual sellers actually take it upon themselves to track it. They might have a sales manager that tracks that stuff. They might have a sales. Which we like to call dashboard Jackie's, uh, nothing against sales bosses out there, but if you are a sales boss that only looks at dashboards, then you are not a true sales. [00:02:29] Leader. All right. So, uh, things that you want to look at is, you know, cold calls, cold emails, LinkedIn messages, uh, quotes set per day, scheduled meetings, um, closed one deals, closed, lost deals. These are all things you need to understand the, your numbers you need to understand, and these are different for everybody. [00:02:49] Don't take. The number that maybe your sales manager has given you in order for you to hit the number based on other people's performance. Okay. Maybe you can get more meetings, book with less calls and more social activity. Maybe you can get more deals closed with less proposal says you need to figure out your own personal sale. [00:03:16] Numbers in order to track and measure the success of your, um, activities of your pipeline of hitting your quota, know what it's going to take for you to get where you want to go now, really? Disclaimer here. Big important. Disclaimer is. Remember you are not your number and your self worth is not determined by whether you hit your number or your don't. [00:03:42] This is an important thing. You can only control certain things. And what you can control is the activity and the effort that you put out every single day, but make sure. That you are tracking the right things and focusing on the right revenue, generating activities to hit those goals that you have in front of you. [00:04:01] So it's important. It might take you a month or two to really figure out what your numbers are, but if you don't track them, you'll never know. So make sure you know what your KPIs are in to ensure that you hit your number. If you enjoy today's episode, please write a review. Share the show with your friends. [00:04:20] We're always listening for your feedback and go to sales, transformation.fm, drop me a voice DM, and I will get back to you. Hey, you stuck around that tells me you're serious about your own sales transformation. If you're tired of doing things the old way and want to get started in your journey with other people on the same path. [00:04:38] Head over to sales, cast.community and crush your numbers on your leaderboard. Yeah. It's free sales cast.community. Send me a DM with your best pitch and mention this ad. And I might even give you free access to our best templates.