“When you can only use sales forecasting data at a granular level, it not only helps you build closer, more productive relationships with your team, but also gives you a supernatural ability to augment your gut instinct and experience with AI and ML insights about your deals.” – Ryan Maggio in today’s Tip 1432
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Ryan Maggio. Ryan started his career at Xactly as a business analyst – in his early days, he learned the nuances of what customers need and has dedicated his career development to serving Xactly’s clients. He is an expert in the areas of compensation, forecasting, and Intelligent Revenue. Here he is:
Ryan Maggio: Hi Daily Sales Tip Community. I’m coming to you from Xactly headquarters in Los Gatos, California. Wanted to take a few minutes to share a tip that’s been helpful for me this fiscal year.
Now, as a little background, I’m part of a new generation of sales leaders and because of this, I have a different leadership style than some of my counterparts both here at Xactly and in other organizations with the same role. I’m bringing a new perspective to my position and I have the desire and the capability to use data at a granular level as a competitive advantage.
My team and I use the sales pipeline sentiment analysis and forecasting data that I set any given deal and figure out how to bring it to closure and where it’s getting stuck.
Now, as leaders, we need to be able to figure out ways to help our team outperform against their quota and more importantly, make money.
Historically, people in my position may have asked, why is the steel not closing? Or why have these activities not gotten done?
I choose to be the leader that uses data as a win-win to dissect each deal and figure out how I can be a better partner to my reps to help move deals forward.
During these economic downturn times or adversity being able to answer hard questions like where’s my pipeline getting stuck? Am I working on the deals that are going to have the most value? Will help you compete effectively. Data is what will help you get to these answers.
So the crux of my tip is to use data, which can sound vague and of course, we’re all using data to make decisions. But when you can only use sales forecasting data at a granular level, it not only helps you build closer, more productive relationships with your team, but also gives you a supernatural ability to augment your gut instinct and experience with AI and ML insights about your deals.
This in turn leads to you coaching your reps on how to focus better on the deals they have, where they don’t think they’re most likely to get a deal done, but more importantly, where they are most likely to get a deal done.
You want to be able to see patterns that aren’t visible to you or to me or to any other person that’s looking at it, but visible to the algorithms. That’s what’s going to take this next sales generation to the next level.
Scott Ingram: For links to connect with Ryan, just click over to DailySales.Tips/1432. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!