Tom spoke with Vince Zappula, Chief Revenue Officer at DataEndure about using data effectively.
Vince believes that the team is key and he wants them to feel like he has their backs. He understands grit and overcoming rejection are critical to success in sales. When putting together a team, Vince focuses on finding the right attributes.
Measuring KPIs fairly is important to Vince. Top performers have existing customers with long-standing rapport. Therefore, we should assign newer reps different metrics while they build their skills.
Vince uses data to help the board visualise what’s going on. Data gives visibility to where we are today, as well as by the year and the quarter. He has found it helpful to create a scorecard, to see what’s happening every week. These weekly metrics are useful as he wants to be able to tell how the business is doing if he’s on vacation.
An important aspect of Vince's approach is getting buy-in from sales teams and reps. To do this you need to be able to show how it helps their business. Vince specialises in time efficiency, helping the sales team to get the best return on their efforts. Through understanding trigger points you increase the likelihood of a deal.