Are Your B2B Sales Practices Improving?

In The High Velocity Edge, Steve Spear notes why so few teams are able to move from 'good' to 'great'. It's hard work. It goes unrewarded. More hard works seems pointless. Teams give up. Better never occurs.

Teams that successfully move from 'good' to 'great' are able to learn faster than others what's required to get the better results that they're after. In this they have two things in common. First, they have fast 'climb rates'. They get better, fast, at all the little things that affect results. Second, they have fast 'discovery rates'. They discover faster than others all the little things that actually affect results. They learn with speed, at the speed of your business.

In B2B sales, there's an enormous role for faster, more granular, performance analytics in making the keys to 'better' clearer for all to see.  Enable fast 'discovery rates', and you'll enable fast 'climb rates'.

Having new pictures of performance from analytics isn't sufficient. It's what you do with them. Better analytics make better results possible. People make better results happen. It's not what you know that matters; it's what you go on to improve, armed with with what you've discovered and learned.

That's Mark's story as pictured above. He's standing in his 'war room' for his daily scrums with his sales team. They're seeing and assessing, day to day, how they're doing as a team in improving their results by improving their practices. On all the little things that matter. Now that they can see what those things are.

He and his team have discovered the magic in Spear's formula for success. In the past 30 days, compared with 2 months ago, they've had four times more follow-on conversations with buyers. They've had three times more first conversations. They've achieved both with just two times more contact attempts. They're creating more value more effortlessly.

How improved were your sales team's results today? Does everyone involved know why? Give a curious team, motivated to improve, the analytics fuel with which to do so. They'll surprise you [and themselves] with how much they improve from how fast they learn. Mark and his team are living proof.