Sales 2016


by NoahRoo on Feb 1, 2016 | Views: 64 | Score: 2

Below are the key stats we are currently tracking.

Meetings Scheduled - Monthly

StretchTargetActual
Nov002
Dec0010
16604032
Feb604023
Mar604045
Apr7050
May7050
Jun7050
Jul8060
Aug8060
Sep8060
Oct8060
Nov8060
Dec8060

We hit our goal!!! High fives all around and big kudos to Alejandro for all his work on this. After another slow start to the month (an unfortunate trend that will repeat in April as Alejandro is out for the first couple of working days), we turned it around and were 11% over goal. Yeah!!

Originally I set our goals with an escalating scale going from 40/mth to 50 and then 60. I'm not sure how I feel about those escalated numbers at this stage, but for now I am leaving the goals as they are.

Meetings Scheduled - YTD

StretchTargetActual
Nov002
Dec0012
16604044
Feb1208067
Mar180120112
Apr250170
May320220
Jun390270
Jul470330
Aug550390
Sep630450
Oct710510
Nov790570
Dec870630

We have closed the gap a little bit on the YTD goal.

Active Pipeline

NegotiatingDeMBOPre-DeMBOPre-Meet
January71213
February141418
March251516
Stage Of Lead *

The pipeline improved again. That's good news.

* Definitions

DeMBO - Decision Maker/Business Owner. We are meeting with someone we believe can make the buy decision.

Pre-DeMBO - We are meeting with someone who needs to connect us with or lobby someone else in the organization to get the decision made.

Pre-Meet - We have scheduled but not yet had our first meeting with the prospect.

# of Companies Digging - Monthly

StretchTargetActualNew Target
16210
Feb320
Mar320
Apr42
May43
Jun530
Jul541
Aug642
Sep642
Oct752
Nov753
Dec853

So. Still with the sales cycle.

I've added the "New Target" line to this and the following charts to look at how this would appear if we had given ourselves a six month ramp up for sales. (Six months being the ramp up time that John suggested we might face.)

Is this a long sales cycle? Or is this a product people won't buy? I'd be lying if I said this wasn't a question I contemplate. Having said that we have implemented yet another round of improvements to (a) shorten the cycle and (b) increase likelihood of sale.

# of Companies Digging - YTD

StretchTargetActualNew Target
16210
Feb530
Mar850
Apr127
May1610
Jun21130
Jul26171
Aug32213
Sep38255
Oct45307
Nov523510
Dec604013

Can't make our YTD without hitting our monthly. First things first, we need to get that first company signed up.

Revenue - Monthly

StretchTargetActualNew Target
1624000120000
Feb36000240000
Mar36000240000
Apr4800024000
May4800036000
Jun60000360000
Jul600004800012000
Aug720004800024000
Sep720004800024000
Oct840006000024000
Nov840006000036000
Dec960006000036000
$

All revenue targets are based on an assumed average deal size of $12,000. This would be 20 players at $600 per player. We continue to hear that our pricing seems pretty doable. Now we just need someone to do.

Revenue - YTD

StretchTargetActualNew Target
1624000120000
Feb60000360000
Mar96000600000
Apr14400084000
May192000120000
Jun2520001560000
Jul31200020400012000
Aug38400025200036000
Sep45600030000060000
Oct54000036000084000
Nov624000420000120000
Dec720000480000156000
$

We still believe we are on the right path. It just has a longer first few steps than expected. We're getting closer and look forward to more positive progress next month.

Pipeline Data Dive

Sources: docs.google.com

What is significant in this? I think mostly just the fact that the total numbers are growing. So our pipeline is improving. Obviously this only matters if deals close. But assuming they do, this pipeline spreadsheet shows that our numbers are moving in the right direction.

The "% to Close" estimate is still a WAG (wild ass guess). The "Initial Deal" is based on an assumed $12,000 average first deal. This feels like it is in the right ballpark for a pilot based on most conversations so far. "Value" is the product of the total deals times the likelihood of close. And "First Year" numbers are based on assumption that on average the companies who pilot with us will do at least one more deal worth an additional $12,000 in year one. Lots of assumptions here, but this is helping us get a general sense of what's coming down the pike and what we need to do.

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chris
chris on Feb 3, 2016 4:43 AM said:

I shared a couple of your recorded cold calls with some members of my team at lunch yesterday. They were in awe - your efficiency and effectiveness at getting the meeting beat anything they have heard. You have embraced the essence of everything we have talked about and simply nail it on each call. With your permission, I would like to use one of your calls as an example of how to do it right at a breakout session I am conducting at the American Association of Inside Sales Professionals in San Francisco on Feb 18. Of course a SavvyRoo DIG promo will be embedded in the intro!

Noah
Noah on Feb 3, 2016 4:53 AM said:

Happy to have you use my call. Would love to know which one you use. Thanks so much for that reinforcement. It's always helpful to hear.

favorite of john
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