How Tracking KPIs and Sales Metrics Improves Selling Success - The Throwdown

Starting this week, we will be releasing just The Throwdown portion of our weekly episodes.

If you're short on free time but still want to get some sales tips from us old pros over here, this will be perfect for you. You'll get the takeaways without the fluff.

This week, on our 27th episode, we discussed KPIs, the measurable actions you can track to help you reach your goals.

If you're struggling with setting or tracking KPIs, we want to hear about it. Or if you have another subject you'd like us to cover or ideas for the show, please let us know!

And if you’re not sure where you fit in the DISC personality spectrum and want to find out, let us know. We can get a DISC personality assessment for yourself or for your team. Email us at [email protected] for more information.

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What are KPIs?

KPI stands for Key Performance Indicators. These are the measurable sales practices you can track to determine what works and what doesn't.

Last week, the Sales Throwdown team discussed goal setting. Goals and KPIs go hand in hand. To track one, it works best if you know the other.

What your KPIs are and how you track them will depend heavily on your industry and possibly on your DISC profile. But to have the best chance at hitting your goals and being consistently successful in selling, you need to track them.

Each of us feels a little differently about our motivation for KPIs, and we definitely have very different indicators that we track. But as our sales knowledge and success has grown, the KPIs we track and how we track them have evolved to a level that is consistent and repeatable, the two things you need for a truly successful career.

If you're grappling with where to start with KPIs, or you haven't been able to see any success from it yet, reach out to us. Or send this to someone else you know that is struggling.

And if you’re not sure where you fit in the DISC personality spectrum and want to find out, let us know. We can get a DISC personality assessment for yourself or for your team. Email us at [email protected] for more information.

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This week, the Sales Throwdown team is discussing what their goals are for the new year.

Sales goal setting is just as important as any other kind of goal setting. It sets you up for success by laying out what you want to achieve and how to get there.

While we don't all view goal setting the same way, we all know how important it is for our sales success and our businesses.

What are your goals for the new year? Do you decide them as an individual or as a team in your company? We'd love to hear about it! Leave us a review or comment and let us know.

And if you are interested in getting a DISC personality assessment for yourself or for your team, email us at [email protected].

Sign up for our emails: https://www.salesthrowdown.com/

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For episode 25, the Sales Throwdown team talk about work/life balance in sales.

How do you set and maintain that balance with your time? Or should you at all?

For some, it's about setting priorities, expectations, and boundaries on your time, both during and after the work day. For others, it's about accepting that your time is going to be split between the two. And some of you are either really great at time management or you work in an environment where you can make sure everything is done before leaving for the day or a vacation. Or it may be a mix of all of these.Your industry, client pool, and DISC personality profile play a big part in how comfortable you are setting boundaries and finding balance with your time in sales.

And there's no right or wrong answer. It just depends on each individual.

We'd love to hear what works best for you! Leave us a comment to let us know. Or if you're struggling to find the right balance, ask us. Maybe we can help. And if this episode blew your mind or drove you crazy, please leave us a review to let us know.

If you are interested in getting a DISC personality assessment for yourself or for your team, email us at [email protected].

Sign up for our emails: https://www.salesthrowdown.com

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And keep up with us on Twitter: https://twitter.com/SalesThrowdown

Episode 24 is our second episode focusing on questions from the field.

Our first question was asking how to stand out in a flooded market. It's not an easy question to answer because most people probably consider their market flooded. But there are things you can do. And, (hint hint), DISC gives you a huge leg up!

The second one is not so much a question, it's more of a "I can't believe this happened!" And it's something that can happen to anybody in a nerve wracking sales situation. It basically involves saying the worst possible thing to the highest decision maker and possibly blowing your chance. So how do we prevent it? We have fairly different opinions on this, but DISC plays a huge part here too.

If you have your own ideas about how to handle these types of situations or if you think we are way off base, let us know in the comments. Have questions of your own? Send them our way!

If you are interested in getting a DISC personality assessment for yourself or for your team, email us at [email protected].

Sign up for our emails: https://www.salesthrowdown.com/

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In our sixth episode of the Sales Throwdown Podcast, we discuss the importance of having a sales process, how it's different than methodology, what it can look like, and how much it has helped us grow as salespeople.

DISC assessments and knowing our personality types have gotten us to where we are today.

We've all been selling in different industries for a long time. Before we knew about DISC, we were winging it. Don't get us wrong, there were successes. But we struggled. And we don't want that for you.

This is Part Two of our two part episode on culture in sales.

The second half of this discussion focuses more on the impact that sales people can have on the culture around them.

Even if there is a bad culture or no culture in the company you are at, you still have the power to make a change, whether it's bringing new ideas to those above or finding a new job.

Sometimes, changing the nature of the culture and mindset around you just involves changing your own mindset. Positivity and supportive leadership can be enough to shift the culture in a better direction.

And using your knowledge of DISC personality profiles can go a long way towards discovering more about the people you work with and how to make the work environment and culture better for everybody.

If you are interested in getting a DISC personality assessment for yourself or for your team, email us at [email protected].

Leave a comment or ask a question. Ask a bunch of questions.

Honest reviews help us get better; we want them all - good or bad.

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This is our first two part episode. This subject was just too big for only one hour.

This week, we discussed culture in the workplace. The culture that the company creates, the culture that teams create, and the general culture of sales.

Some of us think that worrying about the culture is overrated. If you keep your head down, follow your process, and work hard, the culture around you shouldn't matter.

But that doesn't work for everybody.

Some people need a culture of learning, support, and appreciation.

Both ways are fine for the individual, but leaders have to figure out how to accommodate large groups to build a successful team.

It's not easy, but it's worth it.

There are so many layers to it. In this first part, we talk about pay structure, individual learning styles, and building trust with your salespeople.

Be sure to come back for the second half so that we all have a broader understanding of how important culture is to sales improvement and success.

If you are interested in getting a DISC personality assessment for yourself or for your team, email us at [email protected].

Leave a comment or ask a question. Ask a bunch of questions.

Honest reviews help us get better; we want them all - good or bad.

Sign up for our emails: https://www.salesthrowdown.com/

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If you've been in sales long enough, you've definitely heard something like this before: "I'm good right now, but next time, you're my first call."

And you get excited because they said yes; they do want to buy from you. So you wait. And you wait. And you never hear from them again.

Every singe one of us on the Sales Throwdown team has had this happen to them. More than once.

It may not have been intentional. They get busy and they forget. Or they need it quickly and just go with what they know. You can't blame them for that.

But you can prevent it.

For our nineteenth episode, we talk about how to close the gap between 'yes' to getting paid.

There's a fine line between being pushy or annoying and being the person that a prospect wants to call. And there are a lot of concepts that we've talked about before that go into it, such as bonding and rapport, identifying DISC personality profiles, and sales processes.

When you do it right, it all comes together to make you the most trusted salesperson your prospects know. And then you really will be their first call.

If you are interested in getting a DISC personality assessment for yourself or for your team, email us at [email protected]

Leave a comment or ask a question. Ask a bunch of questions.

Honest reviews help us get better; we want them all - good or bad.

Sign up for our emails: https://www.salesthrowdown.com/

Connect with us on Facebook: https://www.facebook.com/Salesthrowdown

Check us out on Instagram: https://www.instagram.com/salesthrowdown/

And keep up with us on Twitter: https://twitter.com/SalesThrowdown