Sales-as-a-Science crib sheet
July 2023
Here is RevN’s Sales-as-a-Science crib sheet.
01 / What is it?
The shift towards a science culture, where you understand each stage of the sales cycle and the required metrics at each stage to achieve targets.
02 / How do we start?
Draw out the key steps in the customer buying journey – these are your measurable stages.
03 / Apply maths
Once the stages are mapped to the customer journey, you need to understand performance at each stage. To do so, record and report the following metrics:
- a / Average deal size
- b / Conversion statistics
- c / Time to convert
04 / Target setting
Based on the maths, and understanding your headline target (Annual Revenue), you can reverse engineer targets using previous conversion metrics, to set targets at each stage of the sales cycle.
05 / Align systems
To embed sales-as-a-science into your culture, the key step to success is to align your systems and processes to the customer buying journey.
06 / Measure
Measure and record everything! Once you have the tools and systems in place, make sure you record all the data at each stage.
07 / Report
Once you have measured and recorded the data, it is key to report on it. Sharing the information and communicating in a consistent way, will start to highlight trends.
08 / Analyse
Once you have your reports and can see the trends, it is imperative to analyse what it is saying to formulate plans to improve, to drive behaviours to correct.
09 / Adapt
Sales as a science requires you to adapt to the changes suggested based on analysing the data. Failure to adapt will see the same mistakes being made and progress halted.
10 / Embed
Sales as a science works best is when it is part of the culture. You have moved away from the superstar culture and into a position where everyone is outperforming targets.