Sales Velocity Equation

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Sales Velocity Equation

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  • Great clarity!
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  • This is a great series of presentations from TTG. Their slide designers do a great job. However by including 'This week try shifting your focus here, then come back and tell us what happens', they're inadvertently painting the formula as applying to territory or volume sellers, not enterprise sellers with a longer sales cycle. In that end of the market, changes in the formula don't manifest within 7 days; it's a more protracted process. Still, it's directionally correct, and something more sales directors should be measuring as a leading indicator.
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  • This is great news. It really is all about where you focus your time.
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Sales Velocity Equation

  1. 1. Sales Velocity Equation TM (Super coo l sales mat h. Really.)
  2. 2. 4 There are only factors that impact how much you sell.
  3. 3. 4 There are only factors that impact how much you sell. s. e. No les No mor
  4. 4. Your Sales Velocity
  5. 5. Your Sales Velocity ales ber of s Num nities opportu k you wor
  6. 6. Your Sales Velocity ales ber of s Num nities opportu k you wor Average deal value
  7. 7. Your Sales Velocity ales ber of s Num nities opportu k you wor Average deal value Win rate
  8. 8. Your Sales Velocity ales ber of s Num nities opportu k you wor Average deal value Win rate Length of sales cycle
  9. 9. Your Sales Velocity ales ber of s Num nities opportu k you wor Average deal value Win rate What happens if you Increase all by 10% Length of sales cycle
  10. 10. Your Sales Velocity ales ber of s Num nities opportu k you wor Average deal value Win rate What happens if you Increase all by 10% and Decrease this one by 10% Length of sales cycle
  11. 11. Your Sales Velocity ales ber of s Num nities opportu k you wor Average deal value 47 You increase how much you sell by Win rate What happens if you % Increase all by 10% and Decrease this one by 10% Length of sales cycle
  12. 12. Your Sales Velocity ales ber of s Num nities opportu k you wor Average deal value 47 You increase how much you sell by Win rate What happens if you % Length o Go on. Do the math. We’ll s sale wait. f cycle Increase all by 10% and Decrease this one by 10%
  13. 13. Your Sales Velocity ales ber of s Num nities opportu k you wor Average deal value 47 You increase how much you sell by Win rate What happens if you % Increase all by 10% and Decrease this one by 10% Length o Go on. Do the math. We’ll s sale wait. f cycle Let’s Discuss
  14. 14. See? Math rocks. So, where should you be spending your time? 1. Increase # of opps 2. Increase average deal value 3. Increase win rate 4. Reduce sales cycle Let’s Discuss
  15. 15. See? Math rocks. So, where should you be spending your time? 1. Increase # of opps 2. Increase average deal value 3. Increase win rate 4. Reduce sales cycle Our re searc shows most s h elle only fo cus he rs re. Let’s Discuss
  16. 16. See? Math rocks. So, where should you be spending your time? 1. Increase # of opps 2. Increase average deal value 3. Increase win rate 4. Reduce sales cycle Our re searc shows most s h elle only fo cus he rs re. Problem: If focus is filling the pipeline (not unimportant), there is less time for these. Let’s Discuss
  17. 17. See? Math rocks. So, where should you be spending your time? 1. Increase # of opps 2. Increase average deal value 3. Increase win rate 4. Reduce sales cycle Our re searc shows most s h elle only fo cus he rs re. Problem: If focus is filling the pipeline (not unimportant), there is less time for these. That’s bad math. F or all of us. Let’s Discuss
  18. 18. We know this might seem strange, but bear with us. Let’s Discuss
  19. 19. “F orget the Pipeline” Math What happens to your sales velocity if you don’t add opportunities? 1. Increase # of opps 2. Increase average deal value 3. Increase win rate 4. Reduce sales cycle Static By 10% By 10% By 10% Let’s Discuss
  20. 20. “F orget the Pipeline” Math What happens to your sales velocity if you don’t add opportunities? 1. Increase # of opps 2. Increase average deal value 3. Increase win rate 4. Reduce sales cycle Static By 10% By 10% By 10% Sales velocity improves by 34 % Let’s Discuss
  21. 21. “F orget the Pipeline” Math What happens to your sales velocity if you don’t add opportunities? 1. Increase # of opps 2. Increase average deal value 3. Increase win rate 4. Reduce sales cycle Static By 10% By 10% By 10% Sales velocity improves by 34 % Yes, a 34% increase in how much you sell without Let’s Discuss increasing the number of deals
  22. 22. Your Sales Velocity Challenge Let’s Discuss
  23. 23. Your Sales Velocity Challenge 1. Increase # of opps 2. Increase average deal value 3. Increase win rate 4. Reduce sales cycle This w eek, tr y shiftin g your focus here Let’s Discuss
  24. 24. Your Sales Velocity Challenge 1. Increase # of opps 2. Increase average deal value 3. Increase win rate 4. Reduce sales cycle This w eek, tr y shiftin g your focus here Then come back and let us know what happens. Let’s Discuss
  25. 25. Sales Velocity Equation TM ales ber of s Num nities opportu k you wor Average deal value Win rate Length of sales cycle The only 4 factors that impact how much you sell. We’ve helped companies like measurably improve their sales velocity. Would you like us to help you?

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