“If you can pull a forecast of your deals based-off of engagement recently had calls that both the rep and the prospect had together, that is the best way to understand which deals are coming in.” – Mintis Hankerson in today’s Tip 591
How about you? How do you measure your prospect activity and engagement?
Join the conversation below and connect with Mintis on LinkedIn!
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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 Mintis Hankerson. Mintis is a Sales Manager covering Hubspot’s small business division on the west coast. She began as an Account Executive and quickly moved into Sales Management, where she’s been for the last year. In that year her team has made at least 110% of quota every month. Nine months they were above 120%, three of those months were above 150%. And now here she is with us:
Mintis Hankerson: The key to 2020 is to lead into the data. I originally learned this from former HubSpot CRO, Mark Roberge, forecast deals, not based on rubber activity, but instead of looking at prospect activity and engagement. This was huge for my team up until the first engagement with the company. I E a meeting booked the depth of working a lead is all based on the reps activity, but after a prospect actually enters into the evaluation and a call has had engagement actually needs to be approached differently. Instead, the KPI is not based off of how many times your rep has actually emailed the prospect, but instead, how many times has the prospect responded. As a sales leader, if you can pull a forecast of your deals based-off of engagement recently had calls that both the rep and the prospect had together, that is the best way to understand which deals are coming in.
Scott Ingram: For more from Mintis, check out Hubspot’s Sell From Anywhere series on YouTube. In episode 3 Mintis talks with Mark Roberge and they go even deeper into this topic. We’ll have a link to that conversation as well as a link to for you to connect with Mintis on LinkedIn at DailySales.Tips/591
Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!