VSEM (Vision Strategy Execution Metrics) is a great framework to start of with before even deciding tools & software for technical sales Vision allows you to define the End Game. Where do you want to go & how does it look like when you get there ? Strategy aligns with how you get to the Vision. How will you deploy your resources ? Execution is the operational stuff ! What actions/initiatives will you take to deploy your strategy Metrics is all about tracking !! What are the KPIs that will help you know that you are on track, so you can calibrate accordingly

Increase Conversion Rate -Conv. Rate: percentage of leads that turn into sales. -Sales Funnel Metrics: Track performance at each stage to identify bottlenecks. -Lead-to-Customer Ratio: effectiveness of lead generation efforts. Reducing the sales cycle: -Average Sales Cycle Length: time it takes from lead generation to closing a deal. -Time in Each Sales Stage: Identify stages that contribute to the overall cycle duration. -Followup Time: Monitor the time taken for follow-ups. Increase Market Share -Market Penetration Rate: Measure your company's sales relative to the total market potential. -Customer Acquisition Cost: Evaluate the cost to acquire new customers. -Customer Retention Rate: Monitor the ability to retain existing customers

Para mis colegas de la venta con experiencia, aquí tengo la versión avanzada de los "must-know" en análisis de rendimiento: CAC (Costo de Adquisición de Clientes) Ciclo de Ventas Ticket Promedio Grado de Satisfacción del Cliente

En mi experiencia,el tener un objetivo claro de lo que se busca lograr es de vital importancia para emprender un proyecto y buscar el mayor éxito posible.

CRM: Salesforce, HubSpot. Sales Intelligence: ZoomInfo, InsideView Forecast: Hubspot, InsightSquared, Zoho Analytics, Sales Analytics: Tableau, Microsoft Power BI. Sales Enablement: Highspot, Seismic. Budget: Ensure the tools align with your financial resources. Technical Requirements: Check compatibility with your existing systems. Integration Capabilities: Evaluate how well the tools integrate with other platforms. User Experience: Choose tools that are user-friendly for smoother adoption. My recommendation is Hubspot, although it does take time to set up properly, it’s extremely versatile, can be used for multiple processes and has a lot of integrations in place (Zoom, zoominfo, Gsuite, Slack, Dialpad etc.)

CRM Data: Extract customer data from your CRM. Look for duplicate entries, outdated information, or missing details. Utilize CRM tools to merge duplicates, update records, and ensure accuracy. Website Analytics: Gather data from website analytics tools. Verify that tracking codes are correctly implemented, and data is consistent. Regularly audit analytics settings, address discrepancies, and update tracking configurations. Email Campaigns: Collect data from email marketing platforms. Confirm email deliverability, check for bounced emails, and monitor engagement metrics. Cleanse email lists, remove invalid addresses, and analyze campaign performance based on accurate data.

Descriptive: Use historical sales data to create charts showing monthly revenue trends and product performance. Diagnostic: Analyze c. rates and use diagnostic analytics to uncover reasons behind fluctuations, such as changes in marketing strategies or product launches. Predictive: Utilize machine learning algorithms on historical data and/or sales forecasting. Prescriptive: After identifying underperforming channels, use prescriptive analytics to suggest targeted marketing strategies or process optimizations. Data Visualization: Create a dashboard using visualization tools to display KPIs like conversion rates, average deal size, and sales cycle duration, enabling easy interpretation and decision-making.

Estos son los "top dogs" en métricas de negocios. Costo de Adquisición de Clientes: En términos sencillos, cuánto estamos soltando para ganar a nuevos clientes. Ciclo de Ventas: Esto es nuestro propio récord de velocidad. Ticket Promedio: Aquí hablamos de la talla de nuestras transacciones. Grado de Satisfacción del Cliente: No solo se trata de cerrar ventas, se trata de mantener a nuestros clientes contentos. Adaptémoslos según nuestras metas específicas, pero estos son como el manual del vendedor exitoso. ¡A medir y conquistar, colegas!