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The Moneyball Method:
Applying Baseball's Data-Driven Revolution To Sales Management
The Moneyball Method: Applying Baseball's Data-Driven Revolution To Sales Management
There are a lot of parallels between baseball and sales management.
First, it’s extremely competitive.
Second, a million variables go into one very clear outcome.
Did you hit quota? Or, did you miss quota?
There is an epidemic failure across the sales management discipline to understand what is really happening.
What is driving bad outcomes? What about good outcomes?
This sales management epidemic leads sales managers to misjudge their reps and mismanage their teams.
Sales leaders need to be able to focus on coaching reps instead of identifying problems.
Pete Kazanjy (Co-Founder & CRO @ Atrium, Founder @ Modern Sales Pros) and Richard Lin (Sr. Customer Success Manager @ Atrium) led this masterclass on The Moneyball Method: Applying Baseball's Data-Driven Revolution To Sales Management.
Discussion topics
Rep goals
Deal inspection and strategy
New hire ramp
Issue identification and fixing
Data-based 1:1s
Standardizing the success of top performers
Key Takeaways
Rep performance issues can be hard to address. Understanding the data behind those issues, what levers you can use to improve said data, and how to coach on those levers is key. Automating alerting on rep performance issues is ideal so you can spend your time coaching vs looking at data.
You can replicate the success of your top reps through proactive tracking of every KPI available and identify top traits such as; meetings on calendars, time in stage, conversion out of stage, bookings, new opportunities owned, and touches per account.
KPIs can be gamified in dashboards and leaderboards, these should be directly communicated to reps so that they can see how they’re tracking, not only towards their own goals but also against their fellow reps. Leads to healthy competition.