Top Highlights

• There are three metrics that contribute to the SaaS Sales Method data model: Volume metrics measure how many leads, deals, meetings, and wins Conversion metrics measure how many inputs are needed to generate the desired outputs Time metrics measure how long it takes to convert input into output
• none of which has experience in designing, building or improving a sales process.
• Element 1. The use of process to allow iterative improvement over a short time Element 2. Data-driven decisions in which measurability creates accountability Element 3. Team performance over individual performance creating scalability Element 4. Use of a common methodology creates repeatability
• requires a cultural change to a more scientific approach instead of making organizational changes that perpetuate relying on superstars.
• “Lead Development”