Signs of a world-class sales org: Reps multi-thread the sh*t out of their deals

Signs of a world-class sales org: Reps multi-thread the sh*t out of their deals

Want some stats that'll blow your mind + double your win rate (literally)?

Have your Ops team pull win rates based on:

✅ Avg # of attendees to 1st, 2nd, and 3rd sales calls

Gong data is pretty conclusive on this one. Closed/won deals have twice as many participants in 1st and 2nd calls as closed/won deals. You'll probably find a similar pattern.

Action: Get more proactive in adding participants to 2nd and 3rd+ calls

✅ When specific personas are on calls

Example: You might spot that early engagement from a particular role or persona leads to better win rates. For example, you sell a security solution. But you don't involve SecOps unless the buying group recommends it. But win rates are higher every time you involve them early.

Action: Sell the story on why that particular persona should be involved—how does the buyer get a better outcome?

✅ When more of your team is invited to calls

Example: You might spot that when you engage a similar persona on your side, those deals have better win rates. Like inviting an HR leader from your side if you sell to HR.

Action: Get better at looping in your internal team

✅ Win rates based on when SEs join calls

Example: You might find that engaging an SE earlier in your deals leads to a higher win rate. This one BLEW my mind. Very counterintuitive. Buyers love speaking with someone who really educate them.

Action: Bring SEs in earlier/later based on what the data shows you

✅ % of single-threaded deals

Pull patterns between the % of single-threaded deals and win rates. I bet you'll find low win rates on reps who are more single-threaded.

Action: Prioritize enablement for reps who find themselves single-threaded

✅ % of deals with access to power

Pull patterns between win rates and engagement with a VP+ stakeholder.

Action: Help those specific reps get access to power quicker in their deals

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This is the granularity that's needed to multi-thread better. Get specific with your sales motion and look at win rate correlation and stakeholder involvement.

Nail down:

- Who should be involved
- When they should get involved
- When to bring in internal resources

Then run your deals based on that data.