The Royal Revenue Rumble webinar is now on-demand on the Funnelholic! We took on a completely different format — Jason Miller moderated/refereed. Justin Gray from LeadMD represented Marketing and I represented Sales. We argued over 10 sales-marketing alignment issues. It was a blast…check it out
At Stride, we have a unique opportunity to see firsthand what the best salespeople do better.
We have close relationships with a few of our customers and spend a significant amount of time looking at their data. This is to help us in our software development efforts, and along the way we get an insider’s view into what makes a good sales rep.
Below are the top CRM hallmarks we tend to see from top salespeople. If you’re running a sales team, or even if you’re a sales team of one, take a look at the list below and then compare it to your data.
Regardless of which CRM tool you use, if you don’t have all the data points from the list below, you’re probably not selling as effectively as you could be.
Editor’s note: Today’s post is from Bonnie Crater, President and CEO of Full Circle CRM. As you might imagine, posts on funnels are a favorite of mine…Enjoy!
Funnels are great tools for understanding exactly how sales and marketing functions are working – both on their own and together. At Full Circle CRM we believe that leveraging CRM systems (like Salesforce) is the best way to get the most accurate and complete funnel metrics across your entire demand generation organization. Salesforce tracks a ton of response information from both your sales and marketing efforts and provides some great insight into your overall demand generation health. With Full Circle CRM’s native Salesforce Marketing Performance Management application added on top of your Salesforce instance you are able to get a more complete picture of the key metrics your funnels are tracking to truly understand how your overall demand generation efforts are performing.
Let’s take dive a little deeper into how to leverage Full Circle CRM to get the most out of your demand generation funnels in Salesforce.
Step 1: Define Your KPIs
The first step of building out any report is determining what exactly you are trying to measure. The same is true with your demand generation funnels. KPIs can be anything from generating a particular number of MQLs (Marketing Qualified Leads) to having a specific amount of days it takes responses to move all the way through funnel (aka velocity) to having sales accept 50% of the leads that marketing sends over (conversion rates). These are going to be different for each company but with Full Circle CRM enhancing Salesforce’s ability to track critical performance metrics at a granular level you can easily set up reports in the standard salesforce.com reporting UI to track these across any category that is relevant to your business.
Step 2: Assess Baseline Metrics
The key metrics that we find are the most helpful to track are the volume, conversion rates, and velocity of your funnels. Volume tracks the sheer amount of responses that are being generated and is a critical metric helping you determine if you are generating enough raw leads to hit your revenue goals. Conversion rates show the quality of the responses and how effective your organization is at transitioning responses between different funnel stages or departments. Velocity shows how quickly responses move through the funnel and is an important metrics for finding and eliminating bottlenecks in your processes.
More fun for data week on the Funnelholic. Remember, we are deep diving on the topic on a webinar this Wednesday, Sep 18 2013 at 9am: The Impact of Dirty Data on Marketing ROI and How to Avoid It. Join us because the issue is critical.
Today’s post is from Justin Gray, the CEO of LeadMD. Why Justin? Because they have done 100′s or marketing programs and have found a consistent theme — dirty data can destroy the best intentions in marketing. He pounds his fist on the table on this issue. Oh and he is really smart and a great writer so I am honored to have him tackle the topic.
Before you read on, enjoy this photo from emilydickinsonridesabmx.