The A's came up with a new strategy based upon the resources that were available to them. One of the approaches of their new strategy was to recruit under-valued players in the league. This saved them money, but still put them in a good position because even though the players were not highly sought after, they were still good. This new strategy paid off by taking the team to the playoffs in both 2002 and 2003.
The A's identified and broke down key processes and the metrics required to understanding those processes. If one takes those processes and metrics that they used in their strategizing and analyzing, and stripped them of the baseball quality, it is fairly easy to transpose their methods to sales. To see how this is possible, read the questions below that use the Moneyball Principle.
- What is your new top-line revenue goal for 2014?
- Do you know how many leads, meetings, proposals, and closures it will take to achieve your goal?
- Do you know your 3-key sales process ratios: leads-to-meetings, meetings-to-proposals, and proposals-to-close? Do you know which way these ratios are trending?
- Are you confident your current plan will achieve your goals?
- Do you know which area of your sales process is the biggest constraint to achieving your goal?
If you would like to learn more about the Moneyball Principles that you can apply to your organization or if you cannot answer the questions above, sign up for our Best Practices webinar.