If you want to plan success - MAP IT!

Your Success Map - A deep dive in what drives your success

The key for the management system is to focus on input and activity based metrics. This means we manage our inputs not our outputs. Companies in general, have very little ability to directly control output metrics. What´s really important is to focus on the “controllable input metrics”, the activities you directly control, which ultimately affect output metrics such as revenue. This means you have to find out which are the drivers of your business, which will, when managed well, lead to increase of profitable growth.

Why we focus on input metrics:

• You can actively manage. Sales people act in their circle of influence.

• You work on the root cause.

• You see signals earlier. 

Success Map - An example of a SaaS company

To understand something and to communicate effectively in a way that inspires salespersons to follow, it is fundamental that we understand the cause-and-effect relationship between action we take and outcome we expect. E.g. (simply said) if you want more customers, do more prospecting. If you want greater share of wallet, do more account planning. If you want salespeople to reach full productivity sooner, do better training.

This idea of sales management is called R(esult) - O(bjective) - A(ctivity) and was defined by an extensive research of Vantage Point Performance and published in the book Cracking the Sales Management Code by Jason Jordan and Michelle Vazzana

R-O-A Definition - Results, Objectives and Activities

A success map based on your R-O-A definiton

Defining a success map - which is build on a R-O-A sales management system - has proven to be a very powerful tool to drive high performing teams and implement leading indicators which help you to manage your teams agile and in-time in the right direction. GTMindset has build strong expertise in this systematic to support in building your success map and R-O-A systematic to fire up your revenue engine. Download our resources to learn more or reach out for a personal call if you want to learn more.