Your sales manager wants you to succeed so take advantage of this ally.
When it comes to forecasting, the reality is that you might be overly optimistic in which deals will close and when. While no one will criticise a positive outlook, your manager can make sure you’re not blind to the realities at hand to determine the true health of your pipeline.
Across Europe, an average 67% of sellers say that it’s more important for their manager to respond to change today than it was five years ago.
And 28% say it’s much more important.
Over half (52%) of them list managing overall change within their organization as one of the three activities they spend most time on.⁶
Equally, your manager can track and measure how effectively you are finding ways to engage prospective accounts.
Key online engagement metrics include number of warm introductions, LinkedIn profile views, followers gained, and inquiries received. Additional measures include how many shares, likes, and comments you get on your content and discussions, and how many you give on others’ content and debates.
Your manager should also monitor the number of senior buyer connections, and number of purchase stakeholders added to each target account, this is increasingly important.⁷
The average B2B purchase now involves 6.8 decision makers
6 LInkedIn State of Sales, 2020 | 7 LinkedIn Sales Tech Summit, 2019