A Baseball Sales Analogy with Hortonworks’ Dan Michael
DISABLED LIST: Prospects that have
suddenly fallen out of contact via email or phone
from any base.
If the prospect is on the DL for several weeks, still
without a response, they are moved to the PuP
(Physically Unable to Perform) list.
After a full month, they are taken
completely off the list and
are no longer a part of
the sales process.
SECOND BASE: Prospects a little further
along the base paths, based on their engagement
with you. This is about halfway through your cycle.
In this analogy, you are the pitcher
trying to convert as many deals
(or runs) as possible.
THIRD BASE: Prospects are in the
final stages of your sales process. One
more engagement and the deal should
ON DECK CIRCLE: This is where your
prospects start. Quite simply, all new accounts
begin here where you will deliver your pitch.
FARM SYSTEM: Everything in Salesforce,
as a future opportunity (pre-engagement).
FIRST BASE: Prospects that have
engaged you one time. Maybe they’ve
introduced you to their boss or set up a
lunch to learn about your product.
HOME PLATE: Prospects that have made it all
the way around the diamond. Congrats, you’ve closed
Number of accounts you’ve taken around
the baseballs over their total volume in sales
AVG Howbase paths.pitch to someone and get them on
How often a prospect you pitch to scores. Note
that you want a high ERA (to close more deals).
Percentage of quota that is met.
Remember, every buyer is different. Tailor your solutions to the individual or
company to make a meaningful impact. Not every prospect will close a deal, and
that’s ok. After all, your product isn’t right for everyone. The sales statistics facilitate
an easy breakdown of information in order for you to gauge your ongoing success.
Now get out on the diamond and pitch some perfect sales.