Top 7 KPIs Every Sales Leader Should Measure and Manage

1. Revenue: This is the most important KPI for any sales leader, as it measures the overall performance of the sales team. It’s important to track revenue on a regular basis, such as monthly or quarterly, to ensure that the team is meeting its goals and the business is growing.

2. Conversion rate: The conversion rate measures the percentage of leads that are converted into paying customers. A high conversion rate is a sign that the sales team is effective at turning leads into customers, while a low conversion rate may indicate that the team needs to improve its sales processes or that the product or service is not meeting the needs of the market.

3. Average deal size: The average deal size measures the average value of each sale made by the sales team. A higher average deal size can indicate that the team is selling more high-value products or services, while a lower average deal size may indicate that the team is focusing on smaller deals.

4. Customer retention rate: The customer retention rate measures the percentage of customers that continue to do business with the company over time. A high retention rate is a sign that the sales team is providing excellent customer service and building strong relationships with customers.

5. Lead-to-customer ratio: The lead-to-customer ratio measures the number of leads that the sales team needs to generate in order to close a sale. A lower lead-to-customer ratio is generally seen as more efficient, as it indicates that the sales team is able to close deals more quickly and with fewer leads.

6. Sales cycle length: The sales cycle length measures the amount of time it takes for a lead to be converted into a paying customer. A shorter sales cycle is generally seen as more efficient, as it means that the team is able to close deals more quickly.

7. Sales team productivity: Sales team productivity measures the amount of revenue generated per salesperson. This KPI helps sales leaders track the performance of individual team members and identify areas for improvement.

Why Hiring A Fractional Vp Of Sales Makes Sense

Hiring a fractional VP of sales can make sense for several reasons. One of the main benefits is cost savings, as a fractional VP of sales is typically hired on a part-time or project basis, which can be more cost-effective than hiring a full-time employee.

Additionally, a fractional VP of sales can bring a wealth of experience and expertise to the company, as they are typically highly experienced professionals who have held senior roles in sales at other companies. They can provide valuable guidance and mentorship to the sales team, and help the company develop and implement effective sales strategies.

Plus, a fractional VP of sales can help the company identify new market opportunities, establish key partnerships and relationships, and drive revenue growth. And lastly, a fractional VP of sales can also act as a temporary solution for an immediate need, for instance during a period of change or transition such as a product launch, a market expansion, or a sales force restructuring.

Qualities of a Fractional VP of Sales

A fractional VP of sales should possess a number of key qualities to be successful in their role. Some of the most important include:

Strong leadership skills: A fractional VP of sales should be able to lead and manage the sales team effectively, setting clear goals and expectations and providing guidance and support to team members.

Sales expertise: A fractional VP of sales should have a deep understanding of the sales process and a proven track record of driving revenue growth. They should be able to develop and implement effective sales strategies, and have the ability to identify new market opportunities and establish key partnerships and relationships.

Strong communication skills: A fractional VP of sales should have strong verbal and written communication skills to be able to effectively communicate with customers, partners, and internal teams.

Adaptability and Flexibility: As a fractional leader, they are expected to navigate through different situations and changing demands that come with different companies, thus must be able to quickly adapt to new environments, cultures, processes and technologies

Results oriented: A fractional VP of sales should be results-driven and focused on achieving measurable outcomes in the short-term. This help the company with specific goals to achieve and be able to evaluate the results.

Strategic thinking: A fractional VP of sales should have a strategic mindset, be able to think outside of the box, understand the big picture and help the company to execute the long-term plan.

Mentorship: A fractional VP of sales should be able to mentor and coach the sales team, helping to develop the skills and knowledge of team members to ensure that the sales team is successful in the long-term.

Please visit The Advantages of Fractional Sales Leadership – Sales Coach

Download this FREE guide and you’ll learn:

• The benefits of hiring a Fractional VP of Sales beyond the lower impact on your operating budget
• The five most important times when you should bring in a Fractional VP of Sales
• How to choose a Fractional VP of Sales by evaluating their leadership experience and methodology
• Why you need a Fractional VP of Sales who will succeed in the face of volatility, uncertainty, complexity, and ambiguity (VUCA)
• Why your Fractional VP of Sales should be the strategic difference in your company’s growth and success
• Why your Fractional VP of Sales should leave behind a legacy that benefits your company long after they are gone

What It Takes To Be An Irresistible Salesperson

Have you ever been in a situation where you were offered something that you knew you couldn’t refuse?

Picture yourself as a salesperson who is always able to get your potential customers excited about what you’re selling. The life of an appealing salesperson may seem like a dream come true with no end in sight to the stream of eager customers focused on doing business with you and you alone, but it is possible! Here, you will learn three useful tips on how to become an engaging salesperson with anyone you connect with.

1. Be An Active Listener

As a salesperson, this is your top priority. Nobody enjoys having their voice go unheard. When you pay attention to what your customers want from the get-go, you build trust and create a desire to keep working with you. Because they are so preoccupied with making a deal, many salespeople are dismissed right away. To add fuel to the fire, they provide a service that may be the opposite of what their potential customers actually need.

If a lead has financial constraints, you should provide information on any other payment methods you know of. If they aren’t actively looking for what you’re selling, shift the topic to what they’re currently using and the problems they’re having with it. You can then talk about the features they’re missing with their current product and how yours can fill that need. It’s not always obvious to a person what they actually need or want. The seller who chooses to ignore these concerns will come across as insensitive. So, listen carefully to what the customer is saying, and answer with genuine care for their needs. You will win their loyalty over and over again.

2. Don’t Makes Promises You Can’t Keep

A salesperson who breaks their word is the equivalent of clicking on an article that turns out to be garbage, eating a sandwich that tastes different than what you ordered, or trying on a garment that isn’t the exact shade of blue you were expecting. Are you following?

A disappointment! It’s great to go above and beyond for customers, but it’s damaging to your reputation to make promises you can’t keep. An irresistible salesman has a track record of providing award-winning service that keeps customers coming back. Be confident in the services you offer and the results they will produce for your clientele. Instead of dwelling on what can’t be fixed, focus on how you can improve your weaknesses so that you can provide clients with new and exciting options.

3. Never Beat Around the Bush

When approaching clients, it’s clear why you’re both there. There is nothing wrong with asking someone how their day is and getting to know them. To close the deal, though, you need to recognize when it’s time to get down to business. Don’t ramble on about something that has nothing to do with your product; the buyer will be more interested in looking at their watch than listening to you.

Your first impression on the customer will only last a few seconds at most. Put all of your focus on gauging the discussion in a way that highlights the superiority of your product, and you’ll see them draw in closer to hear what you have to say.

From Prison to No. 1 in the World: The Shelley Winner Story

If you’re already starting to modify or give up on the resolutions you made on New Year’s Eve, I’d like to share with you an incredible story of re-invention and success from a client who came to me in 2022 for individual coaching.

As a child of teen parents, whose father was addicted to and sold drugs, Shelley Winner would eventually struggle with addiction herself. Ultimately, she would be arrested for selling drugs and sentenced to four years in a federal prison.

Not long after her arrest, she discovered she was pregnant. Immediately, she knew she had to turn her life around if her child was to have any chance of avoiding the same fate. During her time in prison, Shelley used her time productively and upon her release, she was able to secure a job with none other than Microsoft.

However, as we all know from our own careers, landing a dream job like this is not always the happily ever after we see in fairy tales.

“Landing a job at Microsoft was always a dream of mine but when the company re-organized, I was pushed into a highly competitive B2B sales role,” Shelley said.

With little to no B2B experience, Shelley struggled to the point that she was sure she was going to lose her job. She knew she needed help if she was to make it through this latest challenge.

“I found Doug Dvorak of The Sales Coaching Institute and reached out for guidance. He met with me weekly and taught me so much about B2B selling. His training ultimately helped me win the Gold Club award for highest quota attainment,” Shelley added.

More than that, she also became Microsoft’s No. 1 Surface seller in the World!

In addition to meeting this challenge head-on and reaching new heights in her career, Shelley has also become a sought-after public speaker who travels the world espousing the benefits of hiring the formerly incarcerated.

By speaking at various TEDx events and other engagements, Shelley inspires and brings hope to others who are currently or formerly incarcerated or struggling with addiction.

So, before you give up on your plans to increase your sales this year by 25% (or to lose 25lbs), take a moment to think about where Shelley started and how far she has come.

It has been a high honor and privilege for me to get to know Shelley and be a small part of her journey to all of these well-deserved successes.

Truly a Winner by name as well as by nature!

Top 10 Things a Sales Professional Should Never Wear

While it’s sometimes amusing to look at all those cringe-inducing People of Walmart images on sites like Facebook, you might want to check your own look in the mirror before you start laughing too hard.

Surprisingly, it’s not just what we wear about the house that’s the issue. You would be amazed to see what some so-called professionals think it’s okay to wear to their sales jobs!

As a sales professional there are certain items that you should never wear on the sales floor, to the office or to a meeting with a client. Listed below are the Top 10 items a salesperson should never be seen wearing on the job plus a few tips on what to wear:

1. Stained clothing:

Coffee stains, bleach stains, tie-dye stains, you name the stain and if you have one, that item of clothing should never be worn to work again. Professionals should sport a polished look which means no stains. Customers will not be able to take you seriously if you have an unsightly stain somewhere on your attire. Solid colors are ideal in a professional setting while floral patterns, stripes, polka-dots, plaid, and even moderate animal prints are also acceptable. Complimenting them with a blazer, sweater, or even a nice shawl can help you look even more professional and stylish.

2. The wrong-size tie:

It is inappropriate for a tie to end at or above the navel or to fall below the waistline. A correctly sized tie should sit directly over the belt buckle. This may seem like a trivial point, but it can have a huge impact on the impression you make. When a holiday or office festivities calls for a merry look, novelty ties can be a lot of fun. However, a tie should not feature your favorite quote from The Office, a silly pattern, or be so flashy that it draws attention from across the room. A double Windsor knot ensures that your tie will not come undone and will look great with any outfit. A bowtie is also an option if you’re trying to pull off a semi-casual or relaxed look but still dress for business.

3. Cargo Shorts:

Unless you happen to work at a store that sells cargo shorts, they are never, ever to be worn at a place of business. Customers may become distracted by all the pockets and begin to view you as something of a walking storage container. While many people have thought cargo shorts were a bad idea since way back in the 1940s, we support your right to wear them. Just save it for the backyard.

4. Open-toe Shoes:

You’re not the only one that rolls their eyes when they see this on the employee dress-code standards. And, while we certainly hope that no harm comes to any of your little piggies, this is about more than just safety. Not to put too fine a point on it, not everyone prides themselves on foot care so you want to make sure your customers is not put off by unsightly or smelly feet. Manicured or not, showing your toes can be distracting to those you’re trying to talk to. When putting up an outfit to head to the office, closed toe shoes should always be your first choice.

5. See Through Clothing:

While mesh garments may look trendy, they have no place in a professional setting. Shirts, pants, and other articles of clothing should always be solid in texture and never even slightly revealing. However, stockings worn under an appropriate-length skirt are acceptable.

6. Athletic Wear:

A busy day at work may make you feel like you’re in the middle of running a marathon, but that’s no reason to wear your gym clothes to the office. It’s not acceptable to wear casual clothes like sweatpants, tank tops, or sneakers on the sales floor because it is unprofessional and gives off the impression that your role is not particularly important to you.

7. Beltless Tucked-In Shirt:

Most people would agree that it’s just flat out weird to see someone wearing a shirt tucked into their pants without a belt. Investing in a couple of good belts that will match up nicely with all the shoes you own is a great idea. If you are worried about your pants falling down but you just hate wearing a belt, suspenders are another way to go but they sort of fall into the same category as replacing a tie with a bow tie.

8. Old, Worn Shoes:

An entire look can be thrown off with a poor choice of shoes. Shoes for professional attire should be neat, polished, and complement the rest of the outfit. Black, brown, and gray shoes are common for business attire. Penny loafers, flats, and heels of a reasonable length are also go-to’s for many. Always check your shoes for a sole that may be coming loose or scratches that need buffing out before you leave the house.

9. Poorly Tailored Clothes:

Your clothes should not swallow you nor should they constrict you. Tight clothing is not only uncomfortable but can be a nuisance throughout the day as you constantly adjust. On the other hand, oversized clothing gives off a slouchy vibe. Wear a belt if needed, and always make sure that your clothes fit properly. Hem your pants if they are too long and make sure your shirts fit (even after the holidays)!

10. All Black Clothes:

You’re got to work, not a funeral. Although black is a classic business staple, it is possible to overdo it. A red undershirt, or even a green or blue one, is an excellent way to offset a black jacket. Grey, white, and even some shades of green all work as well. Don’t frighten your customers with bleak colors. Yellow, for example, is known to improve one’s mood and can really pull an outfit together if applied correctly. Applying some colorful accessories to your professional outfit might help you stand out and leave a lasting impression.