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Sales Velocity Equation
- 1. Sales Velocity Equation TM (Super coo l sales mat h. Really.)
- 2. 4 There are only factors that impact how much you sell.
- 3. 4 There are only factors that impact how much you sell. s. e. No les No mor
- 5. Your Sales Velocity ales ber of s Num nities opportu k you wor
- 6. Your Sales Velocity ales ber of s Num nities opportu k you wor Average deal value
- 7. Your Sales Velocity ales ber of s Num nities opportu k you wor Average deal value Win rate
- 8. Your Sales Velocity ales ber of s Num nities opportu k you wor Average deal value Win rate Length of sales cycle
- 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. 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. 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. 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. 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
- 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 Our re searc shows most s h elle only fo cus he rs re.
- 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. Problem: If focus is filling the pipeline (not unimportant), there is less time for these.
- 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. That’s bad math. F or all of us.
- 17. We know this might seem strange, but bear with us.
- 18. “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%
- 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% Sales velocity improves by 34 %
- 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 % Yes, a 34% increase in how much you sell without increasing the number of deals
- 22. 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
- 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 Then come back and let us know what happens.
- 24. Sales Velocity Equation TM ales ber of s Num nities opportu k you wor The only Average deal value Win rate Length of sales cycle 4 factors that impact how much you sell. We’ve helped companies like measurably improve their sales velocity.