A solid sales reporting strategy is essential for any organization. Those who don't set sales metrics and regularly report on progress and results will undoubtedly miss opportunities to increase leads, conversions, and revenue. To put this into context, imagine that you are planning to run a marathon. You probably wouldn't run a marathon that's happening next week and just hope for the best. You would create an action plan and set specific long and short term goals, such as running 10 miles on date X, a half marathon on date Y, etc. You can also track your pace and recovery time. If you were going to all this trouble for a personal goal, why wouldn't you put at least the same effort into a critical function of your business?
After all, the sales reporting process isn't much different: you set long-term and short-term goals, track progress, and have your reps report back to you on the results. Here are my best practices that all organizations should follow when deciding how to identify, track, and report on sales metrics. What are sales metrics and why are they important? job title email list The term “sales indicators” is quite broad. You can measure a huge range of things, depending on your business, your product, the makeup of your sales operation, and many other factors (more on that later). But essentially, sales metrics help you measure your salespeople's activity over a set period of time - days, weeks, months, or even years. They give you a much more accurate view of your sales team's performance than just looking at your results. Why is this important? Because these metrics help you gauge the effectiveness of your sales operations and inform your decision-making.
If you don't know how many calls a salesperson should make in an average week, for example, you can't accurately gauge whether their workload is manageable or whether it's time to hire someone. again. How to identify relevant sales metrics As I've pointed out before, the "right" metrics depend on a set of factors specific to your business. But generally speaking, they will fall into one of these categories: 1. Overall sales performance These high-level metrics relate directly to your overall business performance. Basically, are you making enough money? And are you doing it in the right areas? They probably won't tell you much about the relative strengths of individual salespeople or tactics, but you'll want to measure them to keep your board and bank manager happy. Examples include: