Making the Sales Process more Predictable & Scalable for Business Owners and Sales Leaders who would rather work FROM the Playbook instead of ON the Playbook!
Fort Worth, TX
Joined September 2008
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Check out the latest article in my newsletter: The Difference Between Creating Urgency and Finding It linkedin.com/pulse/differenc… via @LinkedIn
Check out the latest article in my newsletter: The Difference Between Creating Urgency and Finding It linkedin.com/pulse/differenc… via @LinkedIn
Check out the latest article in my newsletter: Your Best Salesperson Is Also Your Biggest Business Risk linkedin.com/pulse/your-best… via @LinkedIn
Check out the latest article in my newsletter: When Your Reps Cannot Close Without Discounting, the Problem Is Not Pricing linkedin.com/pulse/when-your… via @LinkedIn
I'm hosting Have You Ever Hired A Sales Rep That Didn't Work Out?. Make sure to attend it on June 4. linkedin.com/events/haveyoue…
Stop Managing the Sales Number. Manage the Behaviors That Create It. frankgustafson.com/manage-sa… #Sales Leadership #Sales Process
Why an Owner-Dependent Sales Team Quietly Destroys Your Business Value
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Why Your Best Salesperson Might Be Your Biggest Problem frankgustafson.com/f/why-you… via @SandlerFtW
If You're Not Coaching Weekly, You're Not Leading a Sales Team
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This is an sales opportunity qualification problem... 19509298.hs-sites.com/en/sal…
Your revenue plan is not a strategy. It's a wish + anumber.
Revenue grows four ways:
→ More opportunities
→ Higher win rate
→ Larger deals
→ Shorter cycles
Most plans try to move all four. End up moving none.
Pick one. Build the math.
New SPI: hubs.la/Q04dLrMP0
When the math is real, three things change:
• Coaching gets precise (you know which lever to move)
• Pipeline reviews get honest (fantasy deals stand out)
• Forecasting gets accurate (no more wishful thinking)
Rigorous forecasting drives a 21% increase in quota attainment.
Most leaders get stuck here because they don’t actually know their own numbers.
They think they do. They don’t.
Pull 12 months of real data: - Average deal size - Win rate - Cycle length - Pipeline coverage
If you don’t know all four, you don’t have a plan. You have a goal.
Want to know if your revenue target is real?
Reverse engineer it.
Take your $2M growth goal. Divide by average deal size. That’s how many deals you need.
Divide that by win rate. That’s how many qualified opportunities you need in pipeline.
Now you have math.
Revenue grows 4 ways. Only 4.
1. More opportunities
2. Higher win rates
3. Larger deal sizes
4. Faster cycles
Every sales initiative, every training program, every strategy either moves one of those four or it doesn’t matter.
Most sales leaders can recite their revenue target in five seconds.
Very few can tell you the math behind it.
That gap is why only 43 percent of reps hit quota last year.
A revenue target without math is not a plan. It’s a wish.
