Here are a few sales process metrics to consider tracking that will enable managers and individuals to understand where there are problems or challenges (e.g., with the process overall and/or individual sales or presales staff). These same can be used to help drive implementation of Great Demo! methods after initial training has been completed:
– Was Discovery done?
• Was a complete Situation Slide generated for each key player?
– Was a Great Demo! done?
• Or was the demo a “Harbor Tour”?
– What was the outcome (close, loss, no decision)? (A “no decision” could be defined, for example, as an opportunity that did not close in the forecasted quarter…)
2. The impact of Great Demo! demonstrations vs. Harbor Tours on achieving closed business.
3. Who is or who is not doing Discovery.
4. Who is or who is not doing Great Demos! vs. Harbor Tours.
1. Were we “Column A” (were we first or the favored vendor)?
2. Were we able to perform Discovery?
3. Were we able to change the order of a resulting Scripted Demo?
4. If “No” to 2 and/or 3, did we “Pull Back”?
