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In sales, numbers matter! If you are continuously calling people, attending meetings, booking events, shaking hands, and maintaining data, your chances of closing a high-profit deal might increase drastically. But even if you have it all, is it sufficient? No. Sales leaders or an executive gunning for the top shot cannot rely on their intuitions to guide their decisions. They must be accountable for their go-to-market model and sales strategies.
As a sales manager, you have to deal with a tremendous amount of information. You are in the best position to take advantage of the data. Nearly every action you take, beginning from a call to a final sale, can be measured, tracked, and optimized.
However, to analyze all these sales activities, you will have to run through the correct sales metrics.
For the uninitiated, sales metrics are the data points that measure an individual’s, team’s, or company’s performance. They track progress towards goals; prepare for future growth; adjust sales compensation, awards, incentives, and bonuses; and identify if there is any strategic issue.
The 9 essential sales metrics
Now you might be wondering, which sales metrics should you track to judge your team’s performance and improve the ROI? The answer lies in this list of 9 must-track sales metrics. Let’s explore them one by one and stay competitive!
1. Selling cycle
With this metric, you can identify any loopholes or time wasted on a particular deal. However, if any sales deal is closed in less time, then tips can be taken from a particular sales representative and can be utilized to close further deals. You can also utilize certain tools to increase closure rate and, conclusively, revenue.
2. Closed and open opportunities
With this metric, a track of closed opportunities is maintained, whether converted or not. It is then compared to the open opportunities forwarded by the marketing team. This comparison will determine the work done by each sales representative and ensure that the sales team does not get overloaded with opportunities.
3. Lead response period
This metric calculates the time-period elapsed from receiving the idea of lead to establishing contact with it. Short lead response time is the key to business success. Therefore, encourage your sales rep to be quick in reaching and convincing customers to purchase the product.
4. Closing rate
With this metric, you can easily calculate the win rate. Sum-up the number of closed and converted opportunities and then divide it by the total closed opportunities (converted + lost). This will keep a track of all the representatives being inefficient.
5. Rate of contact
This metric calculates the reach rate or the percentage of outbound opportunities, resulting in a meaningful conversation with the lead. A sales team should close sufficient deals from outbound sources such as email, calls, and more.
6. Cost sales and revenue
The sole motive of every enterprise is to earn profits. This metric is used to determine a comparison between the total revenue derived and the cost incurred on sales. Thus, this will keep a check on the wastage of finance.
7. Working hours
This metric calculates the time utilized by a representative on a particular deal. Make sure they do not become a burden on the company’s resources. Therefore, any negligence or loopholes on their part needs to be sorted.
8. Deal size
This metric keeps a track of the size of a deal closed. A sales rep may have a good deal closing rate, but the size may be low in comparison to others. This can affect the revenue of a company in the long run. Therefore, motivate them to work towards larger deals.
9. Customer lifetime value (CLV)
The amount of value a customer provides to your business is not calculated from their initial purchase but over their lifetime. Use this metric to calculate the CLV by multiplying the amount of revenue received by the customer over the year by average customer lifespan in years and then subtract the acquisition cost.
In addition to this list, we have also included our top 30 sales metrics templates that will act as your secret weapon in developing a high-performing sales team. Narrow your focus and remove the time-consuming research and guesswork.
Template 1
Utilize this template to measure the performance of your sales representatives. Get insights into the tools that you may be spending on to increase sales productivity. Download this template and prioritize your selling tasks.
Download Sales Productivity Metrics Powerpoint Templates
Template 2
Metrics are critical because they help business organizations to evaluate performance and inform their decision-making process. So choose this template to investigate your sales activities, find loopholes, and solve them.
Download Key Sales Performance Metrics PPT Templates
Template 3
Pick this well-designed template to help your organization measure the success of its sales initiatives. You can include overall sales strategies, the process for individuals, pipelines, and targets. Download and edit it at your convenience.
Download Sales Metrics Icon PPT Background
Template 4
Key performance indicators empower a salesperson to access performance against goals and objectives, monitor improvements, and make possible changes if necessary. The slide is easy to edit. So download this template and choose the correct sales KPI to track.
Download Sales KPI Customer Metrics Sales Effectiveness Measures
Template 5
This template helps you understand the value you can add to your sales target. The primary goal of a sales operation is to provide sales representatives more time to sell. So download this innovative template and track time-based sales activities.
Download Sales Operational Performance Metrics Sample PPT Files
Template 6
Revenue growth is crucial for all sales organizations with the increase in competition and difficulty of product differentiation. But there is also a need to ensure sales margins for funding business growth. Download this template and use it to show a comparison between the two.
Download Sales Metrics With Revenue And Profit Margin
Template 7
Measure the number of sales that your team gained by the direct efforts of marketing and promotional activities, using this incremental template design. The template can be easily edited. So download it and make changes as per your company’s data.
Download Incremental Sales Kpi Metrics Presentation Background Images
Template 8
Download this well-researched template to measure your product’s performance and understand if it is meeting the business goals and product strategies. The template is completely customizable, so utilize it to gauge the success of your product.
Download Product Management KPI Sales Metrics Pipeline Powerpoint Presentation
Template 9
This is yet another example of a product performance metrics template. You can select it to showcase the performance of your company’s product online and in-store. Besides, you can also include the top revenue products, incremental sales, and cost of goods sold.
Download Product Performance Sales Metrics By Campaign
Template 10
Select the correct sales metrics for your business and encourage your employees to follow them. Incorporate this template to identify real opportunities and the areas where more development is required. Download and use it multiple times.
Download Sales Technology Governance Sales Force Development Sales Metrics
Template 11
The underlying backbone of a high-performing business is the right data. Tracking sales data will help you gain valuable opportunities. Pick this diligent template design and convert opportunities into increased sales volume. Download the design and implement your own metrics!
Download Sales Opportunity Metrics Example PPT Images Gallery
Template 12
Lead generation can be calculated by dividing the total number of leads captured by all the visitors converted through the same channel. Besides, this template elucidates a comparison among different metrics such as sharing, consumption, and sales. So download it immediately and edit as per your information.
Download Lead Generation Metrics Sales Metrics PPT Example
Template 13
If you are forecasting short on your global sales revenue target, how do you plan to cover the difference? It is not a rhetorical question. You can use this template to create an international sales metrics chart of different countries, determine the loopholes, and work on them. Therefore, download it right away.
Download International Sales Metrics Chart Of Various Countries
Template 14
This is yet another impressive example of international sales metrics. However, the comparison in this template is for the previous financial year. Therefore, download it and drive a collaborative spirit within the organization.
Download International Sales Metrics For Last Financial Year
Template 15
Leads can be generated from different sources such as phone, emails, in-person, and service. Create metrics to track the performance from all these mediums and determine the best one. Download this design and eliminate the unfruitful mediums.
Download Sales Metrics With Email And Phone
Template 16
It is critical for a sales manager to track the team’s performance with correct metrics. This template will help them accelerate their sales without the feeling of getting micromanaged. Therefore, download and motivate your sales executives.
Download Overall Sales Metrics For Team Performance
Template 17
This template will help you measure the average sales revenue of your company to the overall average market revenue. Therefore, download and add it to your sales presentation.
Download Sales Metrics With Market Average Revenue
Template 18
Pick this template design to establish metrics and track the sales leads generated by agents. Determine their contribution to the overall target and promote the good agents. Download the design and utilize it for your benefit.
Download Sales Metrics For Leads Generated By Agents
Template 19
Gross profit margin is an analytical metric expressed as an organization’s net sales minus the cost of goods sold. Therefore, download this template to have a strong operating profit margin and net income.
Download Sales Metrics With Gross Profit Margin
Template 20
The most critical factor in an employee's performance is goal fulfillment. Only a successful employee meets deadlines, makes sales, and builds the brand. Therefore, pick this template to share your employee’s weekly sales performance with them. Track the non-performing employees and help them achieve targets efficiently.
Download Employees Weekly Sales Performance
Template 21
Use this template to track the performance of a salesforce dashboard. Understand the need to develop new pipelines. Download this well-structured template and strengthen your sales activities.
Download Sales Force Development Sales Metrics
Template 22
Analyzing the different sales metrics is paramount for a sales team to make informed decisions and keep track of their performance. Pick this template and measure your digital sale conversion rate with ease.
Download Employee Analyzing Sales Metrics On Digital Performance Dashboard
Template 23
This is yet another sales metrics template design that can be used to depict the performance from different KPIs. Download this cutting-edge slide and boost your revenue streams.
Download Employee Analyzing KPI And Sales Metrics
Template 24
Ecommerce sales for retail goods are growing faster than offline sales. Create sales metrics and determine your company’s online profitability. Select this template and attract more customers.
Download Online Store Sales Metrics PPT PowerPoint Presentation
Template 25
This is yet another online sales metrics template that can be used to compare the effectiveness of different online marketing strategies and tactics. Therefore, download this invigorating template and add it to your arsenal.
Download Online Category Sales Metrics PPT PowerPoint Presentation
Template 26
You can utilize this well-crafted template to measure the right KPIs and ensure that you and your team are prioritizing the right sales tasks for greater success. So download it and spend more time closing deals.
Download Gauge Indicators For Sales Performance Metrics
Template 27
A balanced weekly scorecard can be used to share activity reports with each sales representative. Help them understand their lead conversion rate and easily communicate the business objectives across the organization. Download it and share this sales metric with higher authorities.
Download Weekly Scorecard With Key Sales Metrics
Template 28
Design a growth scorecard for your sales executives to boost their morale. Include the number of calls, emails, demo sets, opened, or closed deals related to them. Download this design and make sure things are on track.
Download Sales Growth Scorecard Metrics By Timeframe
Template 29
By creating a sales performance metric, as a sales manager, you can innovate the ways of selling and move your business ahead of the competition. So download this design and impact all parts of your sales process.
Download Sales Performance Scorecard Metrics By Timeframe
Template 30
Highlight the five most critical sales team performance metrics such as percentage of sales team hitting quota; average deal size; sales funnel leakage; conversion/win rate; and revenue. Select this template design and easily edit it with your company’s sales quotas.
Download Five Most Important Sales Team Performance Metrics
In conclusion
As you connect more dots between the sales metrics, you will be able to arm your representatives with the latest know-how based on the deals closed and lost. So select a metric that helps drive actionable changes in your sales campaign and deploy our templates to make the right move. Compare! Choose! Track!
You can also explore our one-page sales sheet templates to escalate your company’s conversion rate by clicking here.
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