AMA: Bluevine Head of Sales, Lending & Credit, Scott Barton on Sales KPIs

October 22 @ 10:00AM PT

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How well do typical KPIs around deal progression capture potential bottlenecks in the sales pipeline, and what are some effective strategies to accelerate the sales cycle across different customer segments?

Scott Barton•

Bluevine Head of Sales, Lending & Credit • 6mo

Bottlenecks can typically be identified by your conversion rates within your pipeline. First, you should map our your buying stages. Typically this starts with Stage 0 (a...

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Setting KPIs can often feel arbitrary, especially when entering new markets. How do you get past this uncertainty to set realistic goals?

Scott Barton•

Bluevine Head of Sales, Lending & Credit • 6mo

I think the key here is set proper expectations. You can still get team members to buy in to some of these metrics that may be arbitrary if you let them know that you mig...

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What is an important KPI that you see sales teams completely missing?

Scott Barton•

Bluevine Head of Sales, Lending & Credit • 6mo

I really like measuring how many net new companies and how many net new people your sales team is reaching out to each month. Some companies only measure one (or none). B...

823 Views

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