Colleen’s Blog

I recently talked to a CEO whose sales were down $16 million. That represented a 20% decrease from the prior year. Thus, they were concerned. I asked him, "What would your sales VP tell me if I asked why your sales were down." He replied, "Our biggest customer that represents the vast majority of that loss is in flux. They pivoted their business and, as a result, they're not buying from us right now. We think it's going to pick up, but we are not sure."

I'm currently working on a large project where I work closely with several sales managers. Unfortunately, I have been disappointed with their managerial qualities. This is because they don't practice coaching and exhibit leadership—skills that all of these sales managers are more than capable of displaying. However, instead, they make excuses, hang on to existing customers, and get engaged in customer service or delivery work—work that isn't their primary responsibility. As a result, their sales team suffers.

When I ask sales teams what's the number reason why their pipeline isn't more full—how come they're managing a pipeline so lean it's going to be impossible for them to hit their targets—they give me an excuse. They abdicate responsibility, claiming that their marketing department has not provided them with enough leads. You have to be responsible for your own pipeline.

I recently talked to a group of sales leaders. It was the last three days of their quarter and they told me, "Colleen, we have to admit: we are having a fire sale. We're doing everything we can right now, including deep discounts to push us over the end of the month because we are a bit behind and we want to finish the quarter on track."

Over the last few years, I have been working with a number of companies who have all formalized and institutionalized this process of demonstrating tangible return on investment with their sales teams by building return on investment calculators.

I often get asked: what is considered a normal close rate and how do I improve it?

Today, I will be exploring how you can improve the metric of sales cycle length: how many days it takes to close a piece of business. If you can move that, for example, from 90 days to 80 days or 120 days to 90 days, you can dramatically improve your sales velocity.

You can sometimes learn a lot from your dog. I have a relatively new puppy at home and there's one thing I noticed about her that all salespeople can learn from: you've got to ask for what you want. Indeed, the biggest reason salespeople don't get the sale is because they never ask for it.

Sales velocity is incredibly important because it is the measure of revenue that you bring in per person each day. It's a great indication of the future success or the gap you are creating based on a variety of key measures.

It's important to remember that we create the gatekeepers—they're all in our own mind. If we create them, we can get rid of them.