How Tracking KPIs and Sales Metrics Improves Selling Success - The Throwdown Starting this week, we will be releasing just The Throwdown portion of our weekly episodes. If you're short on free time but still want to get some sales tips from us old pros over here, this will be perfect for you. You'll get the takeaways without the fluff. This week, on our 27th episode, we discussed KPIs, the measurable actions you can track to help you reach your goals. If you're struggling with setting or tracking KPIs, we want to hear about it. Or if you have another subject you'd like us to cover or ideas for the show, please let us know! And if you’re not sure where you fit in the DISC personality spectrum and want to find out, let us know. We can get a DISC personality assessment for yourself or for your team. Email us at assessment@salesthrowdown.com for more information. Sign up for our emails: https://www.salesthrowdown.com/ Connect with us on Facebook: https://www.facebook.com/Salesthrowdown Check us out on Instagram: https://www.instagram.com/salesthrowdown/ And keep up with us on Twitter: https://twitter.com/SalesThrowdown
Alright, so KPIs, goal setting, 2020. You know, any, anything in this realm? Let's kind of go around the table and talk to our specific teams. Clint, what do you got?
I mean, I gotta kind of got a recap on what KPI really is because I think it it gets confused. If you know a KPI is because you've been through some training, you're going to instantly think goals and setting goals. And you're going to get you're going to get a little clouded here. If you're brand new to this. So what I would tell you is that a goal to me a long term goal is I'm going to sell more this year. My short term goal is that by doing to sell more in the year, I'm going to sell this much a month, right. And what KPIs to me means is that you're looking at all the leading and lagging indicators in your data to get you to some more that month in that short term goal right? End result to get to your long term goal. So indicators, like you really got to look at what the word means, it's indicators, it's things in your data pool that you've tracked, that you're keeping a hold of, that you analyze, to say, this is how I move forward tomorrow. And you adjust that stuff the next day and the next day until you have a good process. And you move forward with that. And as your market changes, and as your sales changes or grows, you have to adjust and those indicators and all of your data tell you what to do.
That was maybe the most C statement or C thing that you've ever said. I'm so happy right now, I have one tear. Right, my boy! Al, what do you got for the I's?
I'll make it simple. It's got to be smart. It's got to be specific, measurable, attainable, relevant and time bound, end of story, drop the mic.
Oh damn, go ahead Nannette, follow that up.
Good for me. You never know you're winning if you don't identify how you loss so I think it's really important to
She followed it.
Oh god there's so much pressure now.
As he says in a high voice.
Watcha got, donut boy?
Time to make the donuts. For C's, it's like sale, okay so when you come out as a C right are you are you find out that you're a C, you're realizing
Like you're gay? Wow. Nothing against being gay.
When you step through the curtain and you find out you're a C.
We're sorry John.
When you when you realize you're a C and you realize that because of everybody else and that you sell differently than they do, for me, it, pairing that with KPIs made my life a ton easier, right? I didn't have to be the guy who needed to inject himself into every conversation. I didn't need to be the guy who tried to get to yes with every person, right? So it allowed me to go for the no and allowed me this opportunity to fail, which is hard for C's, right? If I'm bluffing, and a poker hand, even though like I'm thinking like, 80% of the time, he's gonna fold any calls with the with the other 20 calls, I have this moment of like, Oh, God, I shouldn't have done that. Right, the numbers were still the same, you have to trust in the process. And so what it did, was pairing that with a process that it's repeatable, that is, is also approachable, right? This is not the easiest thing for C's to do. Right? I mean, when you're when you're a partner and an accounting firm, right, and you met an accountant your whole life and now you're a partner, you have to go generate business that is terrifying. So KPIs give you clarity around the things that you're trying to do. And it also allows you to like turn it off, so you don't have to do it all the time. That's I would say. Awesome.
Fantastic. Good job.
All right, first show 2020. Yeah, or first recorded show anyway.
So, clarity, this year is clarity.
Absolutely. So if you know someone who is struggling or isn't, you know, following a process or doesn't know who they like are or what team they're on, share this with them. It doesn't need to be any harder than it already is. If you're watching us on YouTube, thank you very much. And we will be back next week with. Oh, man, here we go. I got a little nugget,
I got a little nugget. A little nugget? Yeah. Because, you know, one of the one of the biggest challenges with changing the way we all sell the way we do this stuff. We're trying to break the traditional sales cycle, right? One of the ways that I do that, personally, is I, I literally tell the people I'm selling to why I'm doing what I'm doing and my format. Right, so I'm changing the script. I look, here's how I do business. You're either on my page or you're not right. So I will tell you that you can tell your customers that but some this might be an easy nugget. Tell them to go listen to this show, and maybe they'll pick up on some nuances that we're talking about. So that makes your job easier as a salesperson, right? Yeah. So they understand what we're talking about when you bring those questions to light, use us as a third party tool. Sure, right. Maybe maybe that might work for you. Okay, hurt can't hurt you for sure.
Right. So, if you're listening, please share. If you are listening on iTunes, please leave a review and a rating we read every one of them good, bad otherwise, and that's how we improve. So you know, we got some KPIs around some reviews. So go leave them. Like it. All right. Thanks, everybody.