MOIC's Sales Performance Rating System incorporates underutilized metrics
When football fans debate the relative merits of quarterbacks, do they only consider wins/losses? Do they focus on yards gained or completion percentage versus interceptions, or a combination of these plus other considerations? The easy way to compare quarterback efficiency is to compare their respective QB Ratings. The formula for computing the QB rating is an objective and algorithmic method for determining a stack ranking of QB efficiency and effectiveness. It acts as a barometer for teams in determining who they choose to be their quarterback.
So how do we compare a salesperson's efficiency and effectiveness in comparison to his/her peers? Most commonly, it’s simply how much ACV (Annual Contract Value) the salesperson has sold. But is this a fair and accurate method, or is it too simplistic? How does it account for disparities in sales territories and ratio of net new logo sales versus expansion sales? What about average sales cycle length? What about conversion rates from demos or trials to sales? There are a litany of possible subtle metrics that an experienced sales leader might use to stack rank the sales team, but heretofore, no standard method of comparing the efficiency and effectiveness of enterprise SaaS salespeople has emerged.
That is, until now. MOIC Partners, the emerging leader in Sales Execution Systems (SES), has created the first Sales Performance Rating System (SPRS) to objectively and algorithmically compile a series of salesperson metrics to generate a more accurate measurement to compare the effectiveness and efficiency of enterprise SaaS salespeople. 
For the first time, metrics such as how efficiently sales reps qualify in and out prospective customers, conversion rates from opportunity to close and conversion rate from demo to close, among other previously under documented sales benchmarks can be utilized to answer, “Who are the best salespeople and how did they get there?" in a standard way. More importantly, it is done in a way that lets you know well in advance what you are likely to experience down the road, thus serving as an Early Warning System for predicting success or failure of sales reps.
For the first time, metrics such as how efficiently sales reps qualify in and out prospective customers, conversion rates from opportunity to close and conversion rate from demo to close, among other previously under documented sales benchmarks can be utilized to answer, “Who are the best salespeople and how did they get there?" in a standard way. More importantly, it is done in a way that lets you know well in advance what you are likely to experience down the road, thus serving as an Early Warning System for predicting success or failure of sales reps.After all, merely measuring ACV as the sole evidence of salesperson success doesn't adequately distinguish between the salesperson that sells one major expansion deal that he/she may have inherited versus the salesperson that closes four net new logo deals for less ACV. It also doesn't take into account the salesperson that wins nine out of ten opportunities when there has been a trial, versus the salesperson that closes nine out of twenty such situations. These and many other nuanced metrics are considered with MOIC's SPRS, thus providing a more complete view of the salesperson's efficiency and effectiveness.
Tracking the SPRS trends quarter over quarter can also be a motivator to accelerate ramp up, as well as provide evidence that the sales rep isn't likely to succeed over time and, perhaps, separating from this rep is the best thing to do for all concerned.
If you are struggling to determine how to more fairly and objectively measure the effectiveness and efficiency of your salespeople, ask Virtual Dave for guidance or email dave@moicpartners.com for help in this arena.
Virtual Dave is an AI-based virtual sales support tool trained on 40 years of enterprise software sales experience, available 24/7 to enhance sales process consistency.
