Sales Goal Metrics
Posted: Thu Jan 23, 2025 8:36 am
Between business results and operational activities, there are metrics that serve as intermediaries between one point and another.
These metrics are like the compass for sales actions, ensuring that they are heading in the right direction to achieve business results.
Examples of Sales Goal Metrics are:
# of New Customers Acquired.
#Days Ramp-up Time for New Salespeople.
Customer Retention.
% of Target Customers Contacted.
3- Sales Activity Metrics
These are metrics used to quantify and monitor the daily actions of managers and salespeople.
It is from these metrics that the main results are generated and, therefore, the only numbers in the entire sales dashboard that can be managed based on the effort applied to its evolution.
Examples of Sales Activity metrics are:
Number of Sales Calls Made per Rep.
Percentage of Reps Using CRM.
% of Account Plans Completed.
# of Accounts Assigned per Rep;
# of Reps Assigned per Manager.
$ spent on Rep Training.
From this initial overview of sales metrics management, it is possible greece whatsapp resource to explore each of the proposed groups in depth.
It is important to highlight that, in case of doubts about which group a certain metric belongs to, it is necessary to investigate its real nature and its measurement intention.
In the case of Sales by Sales Representative, for example, the number of sales only serves as a numerator to evaluate the success of the salespeople or the ratio between them and sales.
Therefore, this metric is a business outcome, which should and can be influenced by a sales goal, increased efficiency in the sales process itself and which can be managed through one or more activities, such as hours spent by managers in Pipeline Review.
Theoretically, with an increase in activity we will have an improvement in efficiency, which will lead to a better business result.
It is important to highlight that it is the set of evolution in operational metrics (sales activities) that will be responsible for the final impact on organizational results.
These metrics are like the compass for sales actions, ensuring that they are heading in the right direction to achieve business results.
Examples of Sales Goal Metrics are:
# of New Customers Acquired.
#Days Ramp-up Time for New Salespeople.
Customer Retention.
% of Target Customers Contacted.
3- Sales Activity Metrics
These are metrics used to quantify and monitor the daily actions of managers and salespeople.
It is from these metrics that the main results are generated and, therefore, the only numbers in the entire sales dashboard that can be managed based on the effort applied to its evolution.
Examples of Sales Activity metrics are:
Number of Sales Calls Made per Rep.
Percentage of Reps Using CRM.
% of Account Plans Completed.
# of Accounts Assigned per Rep;
# of Reps Assigned per Manager.
$ spent on Rep Training.
From this initial overview of sales metrics management, it is possible greece whatsapp resource to explore each of the proposed groups in depth.
It is important to highlight that, in case of doubts about which group a certain metric belongs to, it is necessary to investigate its real nature and its measurement intention.
In the case of Sales by Sales Representative, for example, the number of sales only serves as a numerator to evaluate the success of the salespeople or the ratio between them and sales.
Therefore, this metric is a business outcome, which should and can be influenced by a sales goal, increased efficiency in the sales process itself and which can be managed through one or more activities, such as hours spent by managers in Pipeline Review.
Theoretically, with an increase in activity we will have an improvement in efficiency, which will lead to a better business result.
It is important to highlight that it is the set of evolution in operational metrics (sales activities) that will be responsible for the final impact on organizational results.