Part 2: Scientifically Measuring Performance
It’s time to focus on the foundation of sales science: the Sales Formula. By the end of this lesson, you will have learned the baseline Sales Formula, adapted it to fit your company’s unique sales requirements and begun measuring conversion across each pipeline stage.Exercise: Define Your Sales Formula
Determining Your Sales Dimensions
Sales dimensions refer to the factors that make up your sales funnel, such as lead source, sales team, pricing and much more. Here you will learn how to isolate the dimensions that are most critical to your business and adopt a dimensional view of your sales funnel.
Understanding the New Metrics of Sales Part 1: Capacity, Cost & Revenue
Get ready to break down some of the latest yet little-known sales metrics shaping sales science. In the first half of this lesson, we will dive into capacity, cost and revenue metrics that will empower you to scientifically improve sales operations.
Understanding the New Metrics of Sales Part 2: Process and Yield Measures
Get ready to break down the latest yet little-known sales metrics shaping sales science. In the second half of this lesson, we will explore process and yield measures that will help you more accurately measure and optimize your team’s performance.Resource: Sales Metrics Cheat Sheet
Prescribing Impactful Sales Actions
While you are probably familiar with predictive analytics, the next generation of sales ops will be required to provide prescriptive insights. Learn how you can start delivering these data-driven recommendations to your team today.