How To Track, Scale & Hit Your Sales Targets (LIVE)

all righty so what are the main kind of questions so probably I understand the process of like Discovery uh we grouping strategy and sales closing that makes sense but the really probably the most important metrics to a sales manager and then we can dive into how they will be calculated because from everything that we're saying probably looking at just a calendar view probably does a good job of that I've got total number of meeting types so discover your Sal clothing the show up rate which obviously is if you're looking at a single week it's progressing

over time so that fluctuates quite a lot closing rate number of closed deals over completed sales closing calls y so I guess if you do like so the close rate is going to be in a percentage mhm right and it's going to be that one is going to be like calls held right right okay so and it's so there's two calls held over closed deals right yeah now that's that's closing calls held yeah not right excluding Discovery no like yes exactly right so but you got the held because that's that's ones that have shown up

oh held means shown up you can say held turned up whatever it is you want right because scheduled to close is I guess probably a better overall metric because it like takes in like you still want to know that cuz that's going to be like Gil based but also some of those other factors that we talked about where it's like lolly gag and only the best people through so scheduled to close is going to be like booked so it's like say closing calls booked right to close over close but it's not going to take into

account if half of them didn't turn up yeah so with the same stats you'd have 50 and 25 yeah right but this one is sort of probably better for the manager because like it's going to give overall efficacy because yeah it's building that broader context because you're not looking at a single metric it's like what do all the metrics say yeah and so this has to take into account like you know this yeah again this is just the booked over the actual closed this is the right so they're they're going to tell you different things

like if that's low and that's high that means they're not showing up which you'd see in the no show rates anyway but sort of gives you a more accurate indication of to the overall efficacy because like your Revenue per book call right is Tak into account the total book yeah so that's another one that I'd love to just dive in a little bit deeper is those monetary metrics and where they come from for a sales rep and sales manager yeah yeah so when you're saying Revenue per book call you're not going to take into count

the discovery calls y right because Discovery calls are acting as like a one not everyone's going to do them but but two like I think I remember I said last week so you've got kind of like the two forms you've got the this and you've got the this you know what I mean so in in this one you're you're pushing them through right so you're going to have and then you're going to push them out essentially right so in this case the like the discovery coil is acting as like the liver of the sales process

right it's the filtration mechanism because the marketing here and the sales here like you're kind of ramping everyone through yeah whereas out here you're pushing them out right get out and so like realistically like the discovery coal you don't even need it because you're ramping everybody out so that would just be a straight sales call you know what I mean because the marketing is acting as that filtration system you know and in the in the examples that I sent you it's that application you know there's an application funnel where it has like the if this

then that yeah right and so they're going to either end up seeing this or seeing this so like if I might have one where I'm running both the people who like answer all my questions perfect they're going to go straight through to a sales coal and then I'm going to try and sell everybody that's there in the discovery Co no well so like if I'm disqualifying everybody out I'm going to have a shorter sales process so that would just be a sales C right straight away and then I'm going just going to try and sell

everybody right but if I if the marketing is not doing that and we're going more of a wider approach then I'm going to put them into a discovery hole here and then that's going to be used to push everybody out there' be a sales call here and then we end up with the money over here but you know what I mean it really just depends on on the methodology and you might have both running simultaneously some might have Discovery calls on some might depending on what what where the marketing's coming from mhm and that's all

really clear and so who is setting that Discovery versus you sales like that top although that bottom way who is deciding that well it'll be like they're going to come in on a different marketing calendar yeah right so they come in they ask one 2 3 four five questions depending how they answer this one right it's going to be there you know just to say it's really easy this one is like how much money do you have to invest and it's like0 to 5K and 5K plus right that's going to be like a conditional logic

they might go straight to a discovery call they might go straight to a sales call Y because we've identified well we don't need to go through that extra filtering step these people do the discovery call go to their sales call and they buy these people just buy yeah right so we do it that way yeah that makes sense but then like that not anything red base has to worry about because the person's just going to come in it's just coming in yeah although like it would like that's where like if they are doing both that's

where like having aggregate number of Discovery calls and aggregate number of sales calls doesn't work because they're going to skip that step yeah but that's less likely yeah so like that might be version 1.1 where they do all that kind of stuff but like you know what I mean like or maybe you can filter out people that have done a discovery call and and a sales call so you can see the close rate on the people who just went straight here and the close rate on people who did this right so you probably need to

be able to filter it like what they've done you know what I mean yeah per person and at A Team level right well I would say not per person you just want to be able to go like because what you don't want to do is see cuz you might end up having 110% of people right cuz let's just say 100 people book a sales call Direct and 55 50 people book Discovery calls yeah and you're looking at the pass through rate right and if you let's say it's 25 people but let's just say that now

now there's 125 sales calls so if you go and do your Discovery C to sales core rate you I mean all the all the mass yeah yeah right so you'd have to be able to take them out that makes sense so when we were talking earlier around pass through rates yeah it's not something you need on a per client or customer basis you just you can have an aggregate view of that right or like like of the discoveries call set how many pass through yes and would you want that at a per sales rep yes

yeah big time cuz again that's going to tell you like you know cuz if if they if they have goes Discovery and then sales Co and then they they're going to like you know they're going to do whatever they're going to do there yeah but there's also these right so disqualify show no Show cancellation reschedule whatever but you know if if it's if it's 100 here and then from there you know it's 25 25 25 2 it's like sweet 25 have passed through yeah so now we've got bang 25 and then it's like well 20

of them show up right and then we've got well you know 10 of them close so it's a 50% close rate and 80% show rate right so that would be like a pass through of of of of 25% do you what I mean yeah assuming 100 showed up yeah right cuz it might be 120 and then they show you know what I mean and that's booked yeah show pass through do we because this is what I'm going to have to um tell John is at what point do you classify as pass through is it I've

had the discovery I've qualified them we've booked the next call they have passed through and then if they don't show they're dropped there or so it's still passed through but it's a noow to this cour yeah okay that's yeah that's what I thought too okay yeah yeah cuz it would it's still an opportunity even if they don't pass even if they don't show up still yeah they're still qualified and that's really the metric that you want and then if they're no show that's a different metric so yeah you've got your pass through metric and then

we had no show just calculated as number of no shows over calls booked but would you then need it a um now cuz you're going to segment it call by call right yeah okay so like there's a there's a clear delineator here yeah between Discovery core and sales call and because there'll be they'll be totally different right because like this might have come in from an SDR right from an SDR someone calling it also might have come in from a like a marketing campaign yeah and when the source becomes critical too it's good to know

because you'll have totally different show rates yeah you know what I mean and then from there you would you would then have different post through rates but that's been traditionally really hard to find is like what's the pass through rate for lead Source you know what I mean cuz you're just filtering through like a lot of data right yeah and so that's where part of my challenge work with John and Andy is like are we just straight up showing this information at all are we allowing for filtering and customization well it depends on how much

I guess the AI is going to need to see it anyway so like whether or not I think it needs access to all of it I think it needs to be there yeah but whether or not in the initial terms people have access to all of it or whether it's more like those insights are generated for them based on like you know like I guess if you took if you've F the AI like look for statistical outliers yeah right then it would be able to see oh well s s SDR has a 72% % show

rate and meta has 54% show rate yeah that's statistically significant yeah that would be an interesting Insight yeah you know the way that I've been thinking about it in the background is maybe like an end of week synops like yeah feedback on here are the insights here's what the recommendation is and I mean I haven't spoken to John about this but being able to prompt and ask like yeah is is where I'm thinking as well cuz my otter I use sometimes for like really long technical meetings or exploring a lot of different things I put

it around in the background and then you know 2 days later I'm like what were we even talking about and I go back and like what was the outcome of this specific feature that we discussed and it's so valuable so I've kind of been thinking about that in the background as get prompting the insights but a deeper and more enriching experience being I want to them be able to ask so that you can feed that back to me with the statistical numbers of relevance as well kind of where you have been thinking is yeah 100%

so it's like there might be some things that are like just glaringly obvious you know what I mean yeah where it's like hey man like Johnny's you know what I mean yeah right so because it's like yeah like if you've got all these people and then if you were to have them all checked right but then you kind of uncheck this guy and then everything goes up it's like well that guy is dragging everyone down like what's going on there yeah which is where it goes links back to remember how I said last time being

able to link things back to like the aura rings and the whoops and stuff yeah right I mean eventually because you be a to see like oh John's not sleeping and then you could literally predict that like a week out you know hey last time he wasn't sleeping there a real issue y you know but because what I go back and I do is I redefine the calculations and the priority of what how John will calculate it but then also how Andy will need to work to display it yeah and and then I think like

if we break it up into right like Monday Tuesday Wednesday Thursday Friday and then break it up into like that in terms of like you know so it's like three different distinct time periods and then like that because ideally like sort of I guess what sort of got this whole thing we thed this whole thing off is like I reckon that there would be significant difference in show operate per time of day and show operate per day yeah but then that gets a bit challenging Bas if it's based on the caller's time is different to

the sorry the customer's time is different to the caller time time well no because you're going to be basing it off like our stuff you I mean and most people are going to be in the same country yeah the variance is like hours a couple hours not 12 hours yeah yeah cuz you could just go like because you know let's just say like this is a terrible time and this is a terrible time yeah and you know like let's say this is a terrible time for whatever reason yeah right and if you've got like let's

say this is money and this is money and this is money and you got a hourong team meeting there what a waste of time so because if you have 10 reps and they do 1 hour slots that's 10 hours yeah so that one meeting yeah if if if that has an 80% show rate and a 40% close rate right then you you've got you know 10 meeting slots you've got eight you I mean so you got like three guaranteed closes yeah right if it's 5K per close it's $155,000 to have that meeting there when you

have it here right like that is but because no one like I track that with end of days and I use chat GPT so I put the end of days in chat GPT and then from there I go like hey can you do an association of the date convert that into the day of the week and then give me the show up rate per day of week yeah and in like in a percentage form I just get chat GPT to do that for me yeah and so then from there like I I make adjustments but

like I'm the only person I know that does that yeah now I'm sure there are people that do it but like I'm the only only one that I know that does it so if I release this video more people will do it but but yeah so like but I want that to be like you know cuz if you can flag it for like good times that are being underutilized yeah you know that's super handy because you have the time of the day and if you block them who I don't know that was a thing right

so cuz cuz if you block them off like appropriately you know what was that if you hold it no I don't know what that was wait so the next layer of that will be into the prompting of AI because what your the video that you shared is definitely is the framework for the prompt for AI it's the parameters because otherwise it'll go so broad or so General that it doesn't have value so the more detailed you can feed it the more enriched the insights are come back so like there's really obvious stuff like this that

makes sense but then being able to go more specific and deeper is kind of the ne I think that's also we're like having a hive mind kind of thing is helpful cuz it cuz it well if you have if you have a hundred accounts that are on this yeah and everyone's seeing a similar Trend yeah of that or of that right and all of a sudden it goes like you know you're asking it how do I increase the show rate and it goes to be honest show rates across are down this month you know what

I mean across everyone that we can see yeah maybe that's not the thing to focus on maybe it's just an anomaly you know what I mean something like that or you know what I mean or like basically of like you saying about the um Black Friday sales and election stuff yeah like are there any you know cuz at the end of like a really experienced sales manager looks at it and goes like why would I not make a change as opposed to why would I make a change yeah so you have like Step One is

like external factors I spoke about this in the thing in the video I think are there any external factors that are causing the change right and and is is it short term right like the election don't just yeah pause like the the election so the consumer confidence Index right mm the CCI which you can get a live API too right so like that if that's trending downward so were your show rates and close rates and stuff generally speaking for like for most things right so it's like like CU it's there's a tremendous amount of uncertainty

so during an election uncertainty goes up right cuz it Doesn't Matter What side you're on no one knows what's going to happen yeah then from there like in if Trump wins like red States the CCI will Skyrock it and then blue States it'll Plum it and then VI Versa right so sort of you know external factors then from there it's like you've got two sort of types of changes that you can make and you can do additive or you can do like sub like like subtract so it's like the problem with like constant additive measures

is that like they compound into like over complex processes and this is the one that like people never try yeah right you know what I mean so it's like how can I make things simpler going back to and can't believe haven't asked this but where the the the people that you have sold to so far the company that you have their us Bas right is this largely going to be us Bas companies with us based customers yeah yeah yeah for the most part cool be cool to have like an insights like economic cuz the real

things that like for example like if somebody uses funding I could probably predict their revenue ups and downs based on uh interest rates right so they usually like there are usually like five economic factors that really affect a business called like a five forces model you can look that up yeah but like for example like if somebody does funding so in the States you can borrow for anything right you can borrow for a Fitness package as terrible as an idea as that is they do in Australia as well business SCH pay right so you'll get

like you know it's a $5,000 uh offer and they normally the people put like say 500 down and they borrow 4500 right that business gets paid you know 3500 plus the five so they make 4K and then the landing company makes $1,000 profit and it but it's extend it out over time right yeah you know I mean so like they're financing it so but what happens is like you're your the interest rate right like the actual like the like the FED interest rate will play a huge role in that and then there are usually anywhere

from two to four different factors that that will go up and down right the first is like like debt to equity ratio is one so like I figured out when they brought debt to equity ratio in I figured out that basically I said hey we're not to offer funding to any males between the age of 29 and 40 and everyone's like why I was like don't worry about it just don't do it not allowed to like don't do it so like what because they brought in debt to equity ratio so usually speaking it's going to

be that's when a man is going to like buy their family home mhm and they haven't had time to pay any of it off yet yeah so their debt to equity ratio is so it's like they're never going to get approved yeah right then it's income and then it's like income verification and then there's like credit score you know what I mean so like but like the overall interest rate and then inflation rate like inflation kills a lot of offers and they don't really realize it so like if the interest rate of a state and

the inflation rate are going up significantly yeah the efficacy of the sales in that state are going to drop yeah you know what I mean like that's just a fact of life that people don't even think about but it really is a massive thing because like their money doesn't go as far and you're asking them to buy something which is not required yeah so like you know I don't know how much of that we want to go into prob probably none of it at the moment but it's just like those are factors that I would

think of if I'm going to make like a significant change so maybe if someone's like promp maybe there's some sort of thing as like hey if you're maybe we there's some sort of like you can see they're scrambling I don't know like you know it's like hey like maybe there's like a ask for help and it's like just consider these factors right yeah so so as a product that's where it comes into whether how much we want to refine that and bring that in for the like feeding in those sales manager insides versus like even

having like a a public opinion or like a business opinion that can be fed like if if you do like a cro like a next thing is like you know the chief sales officer cro Edition which is like $1,000 a month cuz like just for like statista it's $400 bucks a month yeah and like statista just gives you access to the data yeah right which you can like feed onto a thingy bob yeah well that's yeah that's the other layer of of this is if you have enough companies in users in there feeding enough data

then you can create value in that data yeah right that you can then either sell or make accessible to certain people yeah which I could imagine would be really appealing to like those um SARS yeah exactly that is I think would be great mhm I don't know like that's that's filtering right I guess in the background like if you're filtering per block yeah and then per day you know and it's like I don't know if that's super possible but whe whether whether or not you go like Hey listen like eight to 11 is block a

yeah right and then it's like 11 to one or whatever it is right like 8 to 12 12 to three and whatever they're put into blocks so you can filter per block because like that is when it comes to optimizing your sales team that is really really really useful information you know like the show rates and all that kind of stuff you can calculate all that with a spread sheeet yeah right and I think what we want want to do is you want to make sure that we can give the simple stuff that you can

get with a spreadsheet but the whole point of this is to be able to break this stuff down further you know what I mean without having like too much trouble whereas like to get this at the moment is not easy yeah but that's a value right you know so this is where it came from which is like being able to to have some of this inside because if you really realize that like this is just garbage time then don't use it yeah you know see what happens when you add an extra hour down here right

like what happens there yeah let's start at 8 instead of 9 yeah like I mean there are some inter insights you know there's a couple of accounts where guys are doing 10 calls in a row like I guarantee you if you looked at it their last four coals they never close a single thing like it's a giant waste of time right which is sort of like common sense but people don't think about it you know so you know again if you can break down the close rate and you can filter it per day per person

and you're like well these dudes like they don't close anything here so maybe you know you have to split it up in a certain way cuz some guys will just go ballistic and they'll they'll do 12 closing calls a day six days a week and it's like what are you like are you actually effective yeah and the overall numbers might look all right but they're not really you know what I mean like there has to be a time where like you're like hey calm the down yep yeah no that's that's super helpful that's given me

a lot it's a good challenge for sure because it's not just about the calculation is actually really straightforward it's more the visualization which is it's it's getting it all into a single system where it makes sense and it isn't like I don't know but that's that's where I would Andy trying them yeah yeah cuz even if you did have a calendar like this and it was broken up like this and this is what you saw and you had like you know what I mean and then you could see like what happens when I turn different

things on and off yeah like if we had that in the background that we could around with as like a like a de version of it even if it was ugly but it was like oh like look at the closes they're all here yeah you know it's like oh well that's that's interesting you know what I mean yeah and then it's like oh look at the no shows they're all they're all like you here and does that vary by like you've been doing this for so long do you have your like general rules around my

general rules are Monday morning and Friday afternoon suck yeah right generally speaking but again like it is not always yeah you know so but in generally speaking like you don't want people taking too many calls in a row like if someone's taking seven calls in a row I'd flag that yeah be like hey like what are you doing mate like that's silly you know generally speaking like from like a numbers perspective just for like scalability reasons you kind of want to have like certain you know you you sort of want to have like you know

a show rate of 65% right you want to be upwards of that if it's below that it's an issue if it's at or above that it's probably not your biggest lever to move you I mean you've got like 35% as a close rate of Coal's held like closed from held is like pretty good if you're way above that you're either over filtering or too cheap right if you're way under that there can be a number of different reasons right which could be intentional or because people suck or whatever but if you have like 45% plus

clothes rate you're too cheap yeah or you're overfiltering so like I can say like that's a flag for me this an offers closing at 60% I'd be like what are you doing like why like what's your cost of acquisition you know what I mean like what is this why why don't we get this down to 35% but like 2x the like 2x the amount of coals booked yeah right which then will result in a drop of close rate and then I shouldn't freak out about the drop on close rate you you know what I mean

cuz I can do things to close rate it's a lagging indicator you know yeah it's geometric right well it's a lagging indicator cuz I can with it up here you know what I mean so like it's not it's important to know but you're not going to make a ton of decisions off it you're going to look at it and then see what decisions led to it being that you know what I mean because if I like open the floodgates with every Tom Dick and Harry the close rate will go down yeah and if I make

it really really targeted in my marking rate the close rate will if I have a really high value product that is cheap as when it should be you know this many expensives right then the close rate is going to be high cuz it's a hell of a deal yeah right you know so like so many factors go into if that close rate and and to be honest the the skill of the person is is sort of nearly here near there like I I can take an amazing closer who's really highly skilled and I can dump

the ass out of their clothes rate and vice versa obviously the better somebody is the more they'll close right but again it's not like the be all and indor you know y that makes sense that's yeah that's probably enough for me to go back and then re prioritize and Rel look at these calculations cuz I think I've included maybe things that are a bit like less valuable and rudimentary but yeah and can I get the yeah I'll upload it awesome that'll be great thank you so much