30 Minutes to President's Club | No-Nonsense Sales #459 - The One Dashboard Every Sales Leader Should Build | John Sherer | 30MPC Hall of Fame
May 12, 2025
In this discussion, John Sherer, COO at Growth Assistant and former VP of Sales at Lattice, shares his journey from leading Lattice's growth from $20M to $120M. He emphasizes the importance of clear and actionable CRM dashboards, recommending the elimination of unnecessary filters and fields. Sherer suggests focusing on four key metrics: intro meetings, late-stage deals, win rates, and the balance of inbound versus outbound leads. His insights aim to declutter sales data, making it a powerful tool for decision-making.
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Validate Late-Stage Deal Quality
- Investigate unusual spikes in late-stage deals to verify deal maturity.
- Collaborate with managers and sales ops to ensure deals are correctly staged and qualified.
Segmentation Based on Close Rates
- At Lattice, analyzing close rates revealed a need to split mid-market segments by deal size.
- This segmentation improved sales focus by tailoring team assignments to deal size strengths.
Sales Velocity Formula Explained
- Calculate sales velocity by multiplying opportunities, average deal size, and win rate, then divide by sales cycle length.
- Use sales velocity as a dollar-per-day metric to understand revenue generation speed.