097 Death to Percentages

The percentages in your sales funnel are lying to you. If you rely on them, you are going to get a demotivated team, turnover, and unhappy sellers. Today we'll talk about how to change that. 

In today's episode, we'll discuss how to break your addiction to percentages.

What you'll learn:

• Why percentages need to ignored in your CRM.
• Why you need to do the work on defining the sales stages, and non-negotiables.
• Why checklists are better than scripts.
• Why meandering questions are detrimental to your seller's perceived competency.
• Why you will want to track how long each opportunity stays in each stage.
• Why publishing average cycle time will benefit your sellers, despite it being uncomfortable.
• What's best practice for "Zombie opportunities."
• Why tracking your time in each stage will present opportunities to improve your performance.
• What to cover in your funnel review meetings.
• Who should come to your sales funnel review meetings.
• How these steps will improve your coaching meetings.
• How to implement the three improvements.

And, if you need help implementing these steps, Give us a call. 

Resources:

Change the Sandler Way - By Hamish Knox

Full Funnel Freedom Episode: Is Your Sales Year Already Over?

In TIM v TAM, TIM Wins - by Hamish Knox

When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant

The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info

• Full Funnel Freedom https://fullfunnelfreedom.com

• Sandler on Instagram https://www.instagram.com/sandler_yyc/ 

• Sandler in Calgary - www.hamish.sandler.com/howtosandler

• Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/

• Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com