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On the third Thursday of every month our Customer Success team hosts an Office Hours session where we focus on best practices, trends, and insights. Yesterday, our CSM team hosted a session focusing on how managers are utilizing data in Ambition to make key decisions and drive results. Below are a few key takeaways from the session and a full recording:
Utilizing Ratios
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Advanced Metrics (Set up available in your integrations section accessible by admins only) allows you to do simple math ( - , + , / , X ) in order to draw valuable insights from your existing metrics.
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We love the example of Call Connects > Meetings Set: Are my people good on the phone and are we calling qualified leads?
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Finding the correct target for ratios and coaching players that are below the average
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Your biggest opportunity lies in the middle 70% of your reps. Read more about how to move the middle.
Optimizing Scorecards
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Build activity score and objective score by working backward from your goals.
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Correctly weight your most successful channels
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Max out metrics where more is no longer driving value
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100 shouldn’t be achievable if they have not provided value to the business
Strategically Planning Competitions
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Research shows 4-5 and 11-12 are when prospects are most likely to answer the phones. Plan your call blitz’s during those “Golden Hours”
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If you know your company has a 60 day sales cycle, when do you need to have opportunities/pipeline built in order to hit those quarterly and yearly goals?
See the recording here.
Register for future office hours sessions Here!
