Pete Kazanjy: evaluation

Transcript context

…So, a lot of times, they're going to be like, "Ah, I don't get this, leave me alone." Is there other leading indicators that tell you that you're improving, knowing that only a third or maybe a fifth of the time it'll work out? Is it talking to the boss off more often, what else do you look for? Yeah, exactly. Totally. So, what are the leading indicators of success? Because if you're only looking at lagging indicators, again, it's probably a it's a funnel on a new feature, so the opportunity is an at-bat or a potential transaction, and so usually what you do is you model out the stages in your opportunity. So, generally, there will be different stages depending on the sales motion. So, use Atrium as an example, we sell on customer data. It takes five minutes to turn on an Atrium account, it's really helpful for folks. They just sign in, they OAuth with Salesforce, great. So, a really important stage in our sales motion is, we call it data light, has data been lit up? So, that's a stage, we have a discovery stage, we have a data light stage, we have what we call a preview stage, are we previewing it with the staff? Then, we get to a commercial discussion. So, you can measure how you're getting to those stages, which is somebody lands on whatever page that Lenny was in charge of at Airbnb and did they click on the right thing and do they get to the next thing and did they get to the next thing, get to the next thing? So, in sales, it's kind of the same thing. So, the more sophisticated version of this is looking at stage conversions, what have you, the less sophisticated version of it, which early on, I think is an appropriate way of doing it, is like, "Hey, man, are we getting second dates?" So, just metaphorize it to Hinge or Coffee Meets Bagel or whatever the more recent one is, it's like, "Are we getting the second dates? Are we getting the third dates? Because if we're not getting the second dates, probably something's amiss there." So, what we want to do is we want to say, "Great, of all of our ten first meetings, how many gets to second meetings?" It would be great, the lagging indicator is 2 wins out of 10 or what have you, but I'm going to come into these conversations and out of my ten first meetings, I want seven of them to get to the second meeting. And then of those seven, maybe I want 4.5 of them to get to the third meeting, and then ultimately, I want 2 or 3 to win. That's the way to think about that, those are the leading indicators. So, as those conversions get better like, "Man, I'm not getting any second dates. Oh, okay, cool, you need a haircut or you need a shower," and the same applies to your sales motion, as well. Your message is not landing, you're targeting the wrong people, what's going on here? You need to think about it. You need a better pickup line.…

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