Matt VaadiCEO at guHRoo | We help small businesses build HR growth infrastructure (People + Tech + Benefits)

Bryan Gorman: Keeping Sales Pipeline Flowing, Measuring KPIs and Communicating with your Team

Name: Bryan Gorman: Keeping Sales Pipeline Flowing, Measuring KPIs and Communicating with your Team
Uploaded: 2023-09-20T14:00:18+00:00
Duration: 44 s
Channel: Matt Vaadi
Description: In this segment, Bryan Gorman emphasizes that a visible sales pipeline is essential for implementation teams to allocate resources effectively for…

20 Sept 2023 · 1 min

Watch on YouTube

0:44

In this segment, Bryan Gorman emphasizes that a visible sales pipeline is essential for implementation teams to allocate resources effectively for upcoming accounts. He stresses that merely having a pipeline is insufficient unless key performance indicators (KPIs) are consistently measured and discussed with the sales team. Without clear communication of why these metrics matter, reps may feel disengaged and neglect updating their CRM systems (e.g., Salesforce, HubSpot). Gorman argues that leaders must both track KPIs rigorously and explain their relevance, ensuring that CRM data remains current and reliable for forecasting and resource planning.

Chapters

That's again, pipeline for me is everything. You want to know what's in the pipeline, what's coming. So that way implementation knows exactly what to prepare for, what resources they need to have for these accounts that are coming on. So I think that it's very important. But again, if you aren't measuring to those KPIs, if you aren't keeping track of them consistently and not having discussions with your team about them, then it becomes, you know, why from a rep's perspective, why am I even bothering if they aren't going to worry about these numbers? Why should I worry about these numbers? So you have to really, really get focused on tracking them, but also explaining to your team why it's important that we're tracking these, because that, that will help them update Salesforce or update HubSpot or whatever CRM you use to track this information. That's, that's critical. And you have to make sure that that's done consistently.