I recently watched Moneyball again. It’s an old movie, and the concept of making data-driven decisions is nothing new. What became apparent, however, is that most sales leaders are like the Scouts. They base their hiring decision on gut-feel, experience, and intuition. To them, success is based on industry knowledge, Rolodex size, or some experience of how a candidate will perform. These are like the “stolen bases” or “runs batted in,” which the Scouts used to predict team fit. These insights are not data-driven and do not address the critical issue of how a sales prospect will perform in your specific organization, selling your particular product to your unique customer base—having this knowledge is your “On-base” indicator. It’s your fingerprint of success.

The fingerprint is critical to whom you hire and whom you cut, where you play, and under what conditions drive success. A sales team, like in baseball, is a dynamic living entity. It needs to be optimized for the conditions and environments they face. You need to plan how to field your team to maximize your return and reach your goal.

Your sales organization is not a movie. Do you really know what your “On-base” statistic is? Visit us at sellisity.com to learn how we can help you make data-driven sales decisions.