What is the role of data in a high performing sales organization?

Kevin is the Chief Revenue Officer of Abnormal Security, where he leads worldwide revenue generating activities. In this class, Kevin lays out the steps required for building a best-in-class sales organization, starting from early sales hires all the way to expanding to a larger team. He brings strategic and operational experience with over 20 years of success leading global, high-performance sales teams at companies including Vectra AI and Proofpoint.

Kevin Moore: It's incredibly important. I would say it's actually paramount. I think the ideal scenario is that you're building out the framework to which, you can track that data, right? So I [00:30:00] identify what those important metrics are.

Oftentimes the important metrics are, sales duration, right? How long does it take for you to, from the point you have that first meeting, to the point you close it, to sales duration in between the different phases of the sales process to deal signs, to,percentage close rate at different stages.

So how many deals did we close after that first meeting? how many deals do we close? that, that have had a proof of value to close, we've been. we're very effective at abnormal security, in our later stage processes. So if you go into a proof of value,we closed 90% of those deals.

You're going to test our product nine out of 10 times, we're going to win that deal. How do we know that we've been tracking it from day one? And we watch and monitor these metrics. these really critical metrics on a weekly basis to identify if we have to, if we see any trends or, see if we have to make any shifts for the long-term or even tactical tactically for that week, As it relates to, building, like an example would be to build pipeline and maybe shift resources to help people get new meetings. but I can say that. [00:31:00] The role of data in a high performing sales organization, is incredibly important that has to be tracked on a weekly basis. And you have to iterate those and then make decisions as you scale the company.

The metrics that we track today, a lot of times will be the same, but it's going to be a much grander scale, two years from now, but it's how you're evolving, tracking that metrics and the decisions you make. that's going to be incredibly important.

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