I had the privilege of moderating a panel of SaaS sales experts last night at the 1st SalesMentour STL event. So much great conversation around old school and new school sales and marketing techniques by John True, Kathy Gereau, Tom Hanrahan, and Mark Kosoglow.
I've got to admit, I don't focus very much on Social Selling when I speak to reps. about best practices. It's not that I don't think that it's a tool in the tool box that should be considered and used where appropriate, but I don't grab my pom poms when the topic comes up and shout "Three Cheers for Social Selling". I have been known to say, "No one sells anything over email! You still need to pick up the phone." Well, something happened yesterday that got my attention.
Would you get in the car to drive to a place you've never been without directions, GPS, or Waze? Of course not. So why do so many companies think they can get to the "next level" without metrics, goals, or KPI's?
I'm seeing Sales teams without revenue goals, Marketing teams without monthly lead, MQL, or SQL targets, and Customer Success teams without renewal or up-sell goals. It's baffling. How do your employees know when they leave work each day if they have had a successful or unsuccessful day? How does the company know if they are on track to reach their revenue target for the year?