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SALES VELOCITY4 Levers of Sales Performance
Victor Antonio
@VictorAntonio
NUMBER OF
OPPORTUNITIES
SALES VELOCITY
AVERAGE DEAL
SIZE
CLOSING
RATE
SALES CYCLE
=[ [ [] ] ]X X
CALCULATING SALES VELOCITY
Pipeline Opportunities: 30
Closing Rate: 30%
Average Deal Size: $2,000
Sales Cycle: 1 month
30 x .3 x $2,000
1= $18,000/Month
Measure Month-to-Month or
Quarter-to-Quarter
Number of Opportunities
Pipeline Opportunities: 30
Closing Rate: 30%
Average Deal Size: $2,000
Sales Cycle: 1 month
30 x .3 x $2,000
1= $18,000/Month
Measure Month-to-Month or
Quarter-to-Quarter
Pipeline Opportunities: 40
Closing Rate: 30%
Average Deal Size: $2,000
Sales Cycle: 1 month
40 x .3 x $2,000
1
= $24,000/Month
33%
NUMBER OF OPPORTUNITIES
SALES VELOCITY ACADEMY
Predictable Prospecting
Getting Past the Gatekeeper
Getting Referrals
The Perfect Voicemail
Channel Sales
Cold Calling Success
Asking Great Sales Questions
Suggested Courses:
START
1. ___________________
_
2. ___________________
_
3. ___________________
_MORE
1. ___________________
_
2. ___________________
_
3. ___________________
_
STOP
1. ___________________
_
2. ___________________
_
3. ___________________
_LESS
1. ___________________
_
2. ___________________
_
3. ___________________
_
+ -
NUMBER OF OPPORTUNITIES
SALES VELOCITY ACADEMY
Predictable Prospecting
Getting Past the Gatekeeper
Getting Referrals
The Perfect Voicemail
Channel Sales
Cold Calling Success
Asking Great Sales Questions
Suggested Courses:START
1. ___________________
_
2. ___________________
_
3. ___________________
_MORE
1. ___________________
_
2. ___________________
_
3. ___________________
_
STOP
1. ___________________
_
2. ___________________
_
3. ___________________
_LESS
1. ___________________
_
2. ___________________
_
3. ___________________
_
+ -
START
1. Create Buyer Personas
2. Facebook Ads
3. LinkedIN - 5
engagements per week
meeting
MORE
1. Client visits from 1/qtr to
1/mo
2. Cold Calls from 5/day to
7/day
3. Qualify better; 5 Qs to
10 Qs
STOP
1. Sending email proposals
2. Attending Networking
events
3. Stop checking Social
Media during the day
LESS
1. Lunch with friend 2x/wk
to 1x/wk
2. Only twice a day vs.
Every 2 hours
3. Attend less meetings 5x
to 3x
+ -
Closing Rate
Pipeline Opportunities: 30
Closing Rate: 30%
Average Deal Size: $2,000
Sales Cycle: 1 month
30 x .3 x $2,000
1= $18,000/Month
Pipeline Opportunities: 30
Closing Rate: 40%
Average Deal Size: $2,000
Sales Cycle: 1 month
30 x .4 x $2,000
1
= $24,000/Month
33%
CLOSE RATE
SALES VELOCITY ACADEMY
Sales Reset
Inside the Customer Brain
Effective Sales Presentations
Blocking Objections
Closing the Credibility Gap
Sell More,...Faster
Inbound Selling
Negotiation & Persuasion
Value Centric Selling
Pricing Strategies
Total Cost of Ownership
Suggested Courses:
START
1. ___________________
_
2. ___________________
_
3. ___________________
_MORE
1. ___________________
_
2. ___________________
_
3. ___________________
_
STOP
1. ___________________
_
2. ___________________
_
3. ___________________
_LESS
1. ___________________
_
2. ___________________
_
3. ___________________
_
+ -
Average Deal Size
Pipeline Opportunities: 30
Closing Rate: 30%
Average Deal Size: $2,000
Sales Cycle: 1 month
30 x .3 x $2,000
1= $18,000/Month
Pipeline Opportunities: 30
Closing Rate: 30%
Average Deal Size: $3,000
Sales Cycle: 1 month
30 x .3 x $3,000
1
= $27,000/Month
50%
AVERAGE DEAL SIZE
SALES VELOCITY ACADEMY
Upselling
Inside the Customer Brain
Sell More,...Faster
Negotiation & Persuasion
Pricing Strategies
Suggested Courses:
START
1. ___________________
_
2. ___________________
_
3. ___________________
_MORE
1. ___________________
_
2. ___________________
_
3. ___________________
_
STOP
1. ___________________
_
2. ___________________
_
3. ___________________
_LESS
1. ___________________
_
2. ___________________
_
3. ___________________
_
+ -
Closing Rate
Pipeline Opportunities: 30
Closing Rate: 30%
Average Deal Size: $2,000
Sales Cycle: 1 month
30 x .3 x $2,000
1= $18,000/Month
Pipeline Opportunities: 30
Closing Rate: 30%
Average Deal Size: $2,000
Sales Cycle: .5 month
30 x .3 x $2,000
.5
= $36,000/Month
100%
SALES CYCLE
SALES VELOCITY ACADEMY
Discounting Counter-Measures
The Art of Negotiation
Effective Sales Presentations
Blocking Objectons
Closing the Credibility Gap
Sell More,...Faster
Business Metrics for Salespeople
Sales Presence
Sales Conversations
Suggested Courses:
START
1. ___________________
_
2. ___________________
_
3. ___________________
_MORE
1. ___________________
_
2. ___________________
_
3. ___________________
_
STOP
1. ___________________
_
2. ___________________
_
3. ___________________
_LESS
1. ___________________
_
2. ___________________
_
3. ___________________
_
+ -
SALES VELOCITY ACADEMY
1 LEVER PER MONTH
MONTH 1
# OF
OPPORTUNITIES
MONTH 2
CLOSE
RATE
MONTH 3
AVERAGE
DEAL SIZE
MONTH 4
SALES
CYCLE
10% IMPROVEMENT
Pipeline Opportunities: 30
Closing Rate: 30%
Average Deal Size: $2,000
Sales Cycle: 1 month
30 x .3 x $2,000
1= $18,000/Month
SALES VELOCITY INCREASES 47%
Pipeline Opportunities: 33
Closing Rate: 33%
Average Deal Size: $2,200
Sales Cycle: .9 month
33 x .33 x $2,200
.9
= $26,620/Month
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