XX Factor2017-05-22T17:26:30+00:00
% Of Women Physicians 34.3%
% Of Women In Congress 18.5%
% of Women On Fortune 500 Board Seats 17.9%
% of Women US Population 51.8%

Please Join Us

Don’t miss the next post from

Women In Sales – The XX Factor 

Enter Your Email Address

We respect your privacy.
No  spam, EVER!

Women have made significant progress

(Scroll over each box to see the stat.)

Medical Degrees

% Of Women Graduates for Medical Degrees
48%

Master's Degrees

% Of Women Graduates for Master's Degrees
60%

U.S. Labor Force

% Of Women Working In U.S. Labor Force
47%

Professional Jobs

% Of Women In Professional Level Jobs
52%

However, The Statistics For Female Leadership Are Far Different

Fortune 500 CEOs

% Of Women Fortune 500 CEOs
4.6%

Executive Officers

% Of Women as Executive Officers
14.6%

Top Earners

% Of Women As Top Earners
8.1%

Creative Directors

% Of Women Creative Directors In Advertising

3%
While women control 80% of consumer spending!

The Harris Consulting Group: XX FACTOR

We recognize there are distinct differences between men and women in business.

Furthermore we think these differences should be discussed and the strengths identified.

Recent Blog Posts

Who handles inbound leads?

This is one of the longest-running discussions I see in saas sales today. The options typically are the following although there may be some slight variances.

  1. Inbound leads go straight to AE’s
  2. Inbound leads go to the newest and most inexperienced SDRs
  3. Inbound leads go to senior and more tenured SDRs

Here is what I recommend to everyone, and then adjust accordingly based on data.

  1. Inbound leads always go to senior and tenured SDRs.
    • Inbound leads are your most precious gemstones
      • A lot of time and money (marketing and product) has been spent driving these precious gems to you. Don’t waste that money
    • Conversion is all that matters.
      • Putting inexperienced reps hurts your chances for conversion because they don’t have enough knowledge yet.
      • Let’s say you make it to the Superbowl. Why aren’t you putting in your 2nd string quarterback to start if your 1st string is healthy?
    • It’s bad customer experience.
      • I am sending you the best buying signal possible and you want me to deal with someone who doesn’t know enough?
    • Missing career path opportunity
      • You can/should have a different level of qualification for inbound
      • Getting your most senior SDRs on these calls lets them actually learn how to do qualification which should come in handy if they make the next step
      • Getting your newbie reps to cut their teeth on outbound allows them to exercise their muscles differently and start their career path.
  2. Inbound leads should not be used to “train” newbie SDRs.
    • For reasons mentioned above, these folks are deeper into the buying cycle and you want to have the best-qualified people handling them. A misfire on these leads costs a lot of money and can hurt the reputation of your organization. That doesn’t mean newbies aren’t capable of handling these leads. We just believe from a desire for higher conversions to revenue it makes more sense to put a different group of folks on them.
  3. Inbound leads should NEVER go straight to AEs.
    • They simply won’t put in the effort to stay on top of them after the first 2-3 attempts to contact someone yields no response.
    • AE’s are a very expensive proposition for qualifying. Their salaries are too large to spend on this tactic.
    • Exception 1: It’s an actively working opportunity with substantive conversations happening in the last 14 days. This means clearly defined next steps, demos, POC conversations, introductions, meetings set, etc.
    • Exception 2: It’s from their targeted list or a Fortune company, etc.

Who do you think should be handling your inbound leads?
Got questions, call us 877-520-0008

Don’t Over Engineer Your Sales Process

When you are creating a sales process for your inside sales team many people make a few standard mistakes that we see over and over. Here are some tips for creating the right sales process.

Proper Stage Naming

  • Demo, Proposal, etc, are not stage names. They are activities within a particular part of a stage.
  • Stage names are holistic in sound but easy to comprehend.
  • Each stage must have Exit Criteria.
  • Exit Criteria is the minimum amount of information confirmed, activities conducted, or process understanding confirmed.
  • Sales Processes are not as linear as the CRM tries to make them.
  • Review your sales process every 6 months.

Here is the sales process we recommend. With some specific milestones and exit criteria from one stage to the next.

  • Stage 1 – Qualifying
    • ICP Requirements –
      • Ideal Company Profile
        • Right company, in right vertical with right metrics
      • Ideal Customer Profile
        • Title, Access to Authority
    • Pain Level 1 –
      • Have expressed that a Use Case they feel is something you solve for.
      • Interested in a trial
  • Stage 2 – Discovering
    • Confirming Pain
      • Identify Economic Impact of not solving the need
      • Case Studies
      • Demos
      • Successful trial criteria discussed
        • Trial begins
      • Competition discussed
      • Decision Making Criteria confirmed
        • Who will say yes
        • Who will actually sign
        • Who can say no
      • Confirmed all those influenced by the decision
  • Stage 3 – Selection
    • You have been shortlisted
    • Trial underway
    • Decision Making Process Confirmed
    • Legal Process discussion has begun
  • Stage 4 – Negotiations
    • Competitors neutralized
    • Commercial Terms discussed and agreed upon
    • Barriers for commercials have been identified
  • Stage 5 – Contracting
    • Contracting Timeline Confirmed (When will you get it back)
    • Proposal out with confirmed next steps
    • Closed Won/ Lost

Things to be aware of:

  1. Some things will not follow the exact order as shown
  2. Define your specific exit criteria for your business.
  3. If exit criteria is not met, you cannot advance to next stage
  4. Take copious notes on the process as much as you do the deal.
  5. Remember, activities in a stage are not stage names

Now that you see this, what’s missing? What did we overlook?

Want help designing your process? Call us 877-520-0008

The Harris Consulting Group - Give Your Sales Team The Tools To Succeed

Let's Get Started

Some Of Our Happy Clients