I had the opportunity early in my sales career to be part of the Parametric Technology Corporation sales team.  For those of you who missed it, PTC went from $ 3 million in revenue to $ 800 million in 8 years and had 40% pre-tax operating margins.  That math extrapolates to a company that investors loved to own – with the stock up 5400% in the time that I was there. 

It was at PTC that I learned the concept of capturing metrics, both for internal use and for external use.  It was probably one of the most memorable times in my sales career.  Some of the internal metrics we tracked from a sales standpoint was every sales rep had to hunt for his/her own business.  That meant every sales rep was goaled on driving 4 demos of Pro/Engineer per week.  The key to that metric was the company new that for every 4 demos that the sales team did a new name customer would close.  The beauty in that model was as a sales manager it was pretty easy to figure out who was going to make it and who wasn’t.  I remember one of my reps closing 13 new name accounts in one quarter, pretty impressive when you figure that most of these companies were very conservative manufacturing companies.

Some of the external metrics we would espouse to potential clients was the fantastic productivity Pro/Engineer enabled.  An engineer using Pro/E could be 2 to 4 times more productive versus using traditional cad/cam systems.  With that kind of productivity, people were buying after one demonstration.  The entire sales team was laser like focused on metric capture and the company would dedicate numerous hours of sales training to everyone knowing several “ho-hum crashers”/metrics that would get a prospects attention. 

Today, Jesubi represents a similar productivity gain to selling what Pro/E did for engineering.  Our clients sales teams can get more done with Jesubi than they can with other sales force platforms.  At Jesubi we realize selling is hard enough so we try to make the process easier.  Our systematic approach is winning accolades and praise everyday from our customer base.  When we can show a prospect how his/her sales team will be two to three times more productive they take notice.

Put Jesubi to the test and see how fast we can double your sales teams pipeline.  No better time than the New Year to get started with a huge lift in forecasted business.

Happy New Year!