Sales Metrics: Everything Reps Get Wrong (and How to Fix It)
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Oct 6, 2023
The podcast explores the difficulties and misunderstandings surrounding metrics, emphasizing the potential for differentiation through mastery. It discusses the significance of metrics in relation to stakeholders and business goals, highlighting the need to align them with individual interests and overall objectives. The importance of considering metrics throughout the customer lifecycle is emphasized, along with the pitfalls of relying solely on customer metrics.
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insights INSIGHT
Difficulty Of Metrics Is An Advantage
Metrics are difficult but that difficulty creates a competitive edge for sellers who do them well.
Andy and Pim stress that precise, evidence-backed metrics differentiate you when competitors skip the hard work.
volunteer_activism ADVICE
Avoid McKinsey Level Expectations
Don't try to be McKinsey-esque by inventing overly detailed reports without doing the work to gather evidence.
Pim warns sellers to avoid expecting instant, consultant-level numbers and instead do the heavy lifting to uncover metrics.
insights INSIGHT
Ask Who Actually Cares About Each Metric
A single metric rarely convinces an entire buying organization because multiple stakeholders care about different outcomes.
Andy emphasizes asking 'Who cares about this?' and linking each metric to the stakeholder's pain and business initiative.
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Metrics - they’re not easy, but that means if you nail them, you have the edge in your deals. In this episode, the Med Men break down the three things that people get wrong when it comes to Metrics.
Andy and Pim talk about the importance of asking yourself the question, “Who cares about this?” as well as how you can carry Metrics through to all stages of the Customer Lifecycle.
If there’s something you’d like Pim and Andy to discuss in the next episode of The MedMen Show, comment below!
Until next time - cheers!
The MedMen show is a MEDDICC MEDIA production, where CEO Andy Whyte and CRO Pim Roelofsen dive into aspects of the MEDDIC framework, and look good doing it.
Who are Pim Roelofsen and Andy Whyte?
Pim Roelofsen Born and raised in the Netherlands, Pim lived in the Dutch Caribbean and London, before making the move back home. Having been involved in tech sales for 10 years, Pim is passionate about MEDDICC and is a big believer that more organizations should adopt the qualification framework for sales and beyond. Pim empowers sales organizations across the globe to implement the tried and tested framework as MEDDICC CRO.
Andy Whyte The founder of MEDDICC™ and the author of the five-star rated “MEDDICC’ book, it’s no surprise that Andy has an impressive sales career spanning over 18 years. Andy first started out as a door-to-door, double-glazing salesman where he quickly built up an appetite for sales, hungry for more, he started his B2B career as an SDR, progressing through the ranks to eventually lead the EMEA at Branch before moving on to set up MEDDICC™. Andy used MEDDIC in multiple companies as an individual contributor and sales leader and even implemented MEDDPICC into two SaaS organizations. Known for his mantra “Nobody ever regrets qualifying out” and his passion for the science and art of sales. Away from the day-to-day, Andy practices many skills as a chef, sports coach, taxi, and cleaner in his most important role to date - DAD.
The MedMen Show: Fast, Smart Insights for B2B Sales Professionals