Josephine spoke with Matt Siegel, Director of Sales Operations at Agilis Systems. He’s an expert in taking what leadership wants to do and bringing it to the rep level.
Matt wants to make it easy for his reps to succeed, without distracting them with too many processes. He stresses that sales leaders often only focus on what's going wrong. Matt pays more attention to the positive side of coaching.
He highlights the difference between activity metrics and skill metrics. Matt wants to know how many conversations it takes for an SDR to convert. If it takes a lot of contacts for one conversion, typically they are afraid to close for commitment. The question he asks is, how do you use metrics to coach reps to be at the level you need them to be.
Matt’s approach is to have a hypothesis, dig deep and try to find out what the true story is. He believes that when organisations fail to capture people’s hearts, reps stop feeling like part of the solution. Underlying his work is a strong focus on people, otherwise metrics feel punitive.