What’s in the Sauce? SDRs Talk Moneyball
September 27, 2018
While the Moneyball philosophy is becoming a trend among some sales organizations, it was always a staple mark of Gryphon Networks. By tracking Moneyball sales metrics and exposing progress, managers can incentivize employees and empower them with the actionable intelligence needed to make important decisions. This unique Moneyball Series of our Gryphon Knows Podcast illustrates the parallels between Gryphon’s sales methodology and the baseball concept of Moneyball and offers best practices to implement this strategy.
The Metrics That Matter
Our how-to Moneyball your sales team podcast discussion began during our Spring Training Episode with Greg Smith, Gryphon’s director of sales. Through weekly 1:1’s or just team huddles, Smith is “able to offer [sales reps] data points so that they can structure their week and, in the result, set more meetings.” In this episode of the Gryphon Knows podcast we dig down to find out how this structure works through the lens of Sales Development Representatives (SDRs) Brian Reske and Dan Dougherty, and discover what’s in Gryphon’s secret sauce of success.
Gryphon’ Methodology and Moneyball Concepts
Peter Brand, an Oakland A’s executive who helped implement the Moneyball concept for the organization, states that “your goal shouldn’t be to buy players; your goal should be to buy wins. And in order to buy wins, you need to buy runs.” By understanding daily behaviors, you can start getting hits — which in sales terms is turning leads into opportunities that you can drive home. This Moneyball insight by Brand is just a small sample of why we at Gryphon are such considerable advocates in the wisdom of Moneyball, and why we incorporated the concept into our Methodology.
To identify reps who are performing well, and those who are not, managers must track the right performance metrics to ensure their team is getting the right coaching and being held accountable to the proper benchmarks. An excellent goal for managers is to not just focus on the number of wins, but instead to focus on what goes into each win. Brand decided to take it one step further and discovered what it takes to get people on base, which is paramount for scoring runs. Likewise, a sales manager needs to figure out how to get appointments or opportunities, and so they need to determine the right Key Performance Indicators (KPIs) for setting up a meeting such as call volume, call to contact ratios, call frequency, and best times to call.
Moneyball Your Sales Team
Channel your inner Billy Beane and Peter Brand to implement this methodology by listening to this next edition of the Gryphon Knows Podcast featuring a series of episodes on how to Moneyball your sales team. Reske and Dougherty share the hard numbers behind their daily, weekly, and monthly achievements and how their manager considers their performance in continuously training them towards greater success. Since this recording, Dougherty received a promotion to Account Executive (AE). So, find out what’s in our sauce to help you take your sales team to the next level by analyzing the right metrics.
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