Welcome to the GTM Launchpad newsletter! Each week, I will share a sales play to help you grow your business, level up your sales game, and succeed in the trenches. I want you to know that I aim to provide you with actionable insights. Stay tuned for practical tips on cold calling, lead gen, and closing deals!

Hey GTM Launchpad fam! We’re back and bringing you the last issue of the year! As we step into the crucial last days of Q4 it's time to shift our focus to a game-changing aspect of sales: Metrics and KPIs.

This issue isn't just about understanding these. It's about leveraging them for immediate and impactful results.

🚀 Harnessing The Power of Sales Metrics and KPIs

In sales we all know information is power. But it's not just about collecting data. It's about extracting actionable insights. As we're approaching the year's end with limited selling days understanding and applying the right KPIs can be your secret weapon.

Here's a breakdown of essential sales metrics and how to use them effectively

Team Performance KPIs

Sales Target: It's time to check where you stand against your yearly or quarterly targets. This isn't just a number; it's a reflection of your team's efforts and strategy throughout the year.

Sales per Rep: Evaluate each team member's contribution. It's crucial, especially in these final days, to understand who needs support and who can share successful strategies.

Sales Cycle Length: Analyze if deals are closing faster or slower than expected. In these final days, time is of the essence. A shorter sales cycle might be what you need to hit those end-of-year targets.

Leads KPIs

Email Reply Rate: In these final crunch days it’s not just about getting your emails opened but getting replies. Focus on crafting messages that generate engagement and responses. Look at past data and see what has been effective.

New Leads and Opportunities: Focus on the most promising leads that can close before the year ends

Growth KPIs

Average Conversion Rate: Are your strategies converting leads into customers efficiently? Now's the time to double down on what works.

Monthly Sales Growth: Compare this month's performance with the rest of the year. Identify patterns and adjust your strategies accordingly.

Customer KPIs

Customer Lifetime Value: Recognize your most valuable customers and focus your efforts on them during these final days.

Churn Rate and Customer Retention: Retaining existing customers can be more valuable than acquiring new ones, especially now.

Customer Acquisition Cost: Understand the cost of acquiring a new customer. This will help in strategizing for the new year.

A Word for Sales Leaders and SDR/AEs

Both groups need to focus on these KPIs, but in different ways. Sales Leaders you need to use these metrics to guide strategy and empower the team.

SDRs/AEs you need to understand how your efforts contribute to the bigger picture and what actions you can take right now to impact the end-of-year results.

The numbers don’t lie; they won’t steer you wrong.

Closing Out the Year

As we wrap up I just want to give a huge thank you to all of you for your constant support and engagement. Your feedback and suggestions have been invaluable as we move into a new year of sales challenges and opportunities. THANK YOU!

Feature of the Week: Maren Erickson

This week I'm thrilled to shine the spotlight on someone who's not just a colleague but a true friend and an absolute powerhouse in the sales world - Maren Erickson!

It's been nearly two years since I first connected with Maren and what a journey it's been! She's not just my co-host for the Phonathon; she's my ride-or-die homie-in-law and a gem of a human being.

Maren's LinkedIn bio barely scratches the surface of her dynamic personality. From her roots in the spirits industry to her evolution as a sales rep and now a Brand Manager Maren has a knack for turning every challenge into an opportunity.

☕️ Join Maren's Circle

Maren's love for coffee chats and call blitzes isn't just about business; it's about building genuine connections. She's always up for a Zoom catch-up, and her energy is infectious! Whether it's discussing the latest in sales or sharing her love for dogs, ramen (yep, her name's an anagram for ramen - how cool is that?) and dumplings you're in for a treat! Hit her up!

And let's not forget Maren was the co-host for our Phonathon event. If you missed out I highly recommend catching the replay. You'll get to see her in action. Bringing her A-game to one of the biggest sales events of the year.

Final Thoughts

Maren is more than just a connection on LinkedIn; she's a mentor, an inspiration, and a friend. Her approach to sales is as unique as her personality, and she's all about lifting others as she climbs.

So I urge you to connect with Maren. You won’t regret it.

Tool of the Week: We are back with a classic - Sendspark

Perfect for these holiday times, it lets you send personalized video messages quickly and effectively.

Why Video, Why Now?

In the sea of year-end emails, a personalized video can really stand out. It's a warm, engaging way to reconnect with clients and prospects, leaving a memorable impression as we head into the new year.

Quick Tips for Your Sendspark Video:

Keep it Short & Sweet: Aim for 30-60 seconds. Start with a warm intro, mention something personal or recent achievement to show you remember them, and quickly highlight how your product/service can add value.

End with a Call to Action: A simple invitation to connect or a wish for the holiday season.

Why Sendspark?

User-Friendly: No tech wizardry is needed here. Record, edit, and send, all from your browser.

Track Engagement: Know who watched your video, offering insight for follow-ups.

Integrates Easily: Fits smoothly into your existing sales tools

Use Sendspark this week to add that personal touch to your outreach. It's these small, thoughtful gestures that can make a big difference

Closing Thoughts

As this year comes to a close remember the power of data in your hands. These next few days are crucial and your understanding and application of sales metrics and KPIs can make all the difference.

Let's use these insights to close out strong and lay a solid foundation for the year ahead.

Stay smart, stay data-driven, and most importantly stay connected with your leads and your team.

Happy selling and happy holidays! See y’all next year!

Cheers 🤘

Tom Slocum

^{Thanks for reading, see you again next week at 8 am MST!}

^{- Tom Slocum ✌️}

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