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Broadly speaking, when it comes to tracking sales or business development related metrics it makes sense to break them down into two summary groups: 1) activities and 2) results. Stated differently, it is important to track the things you can control, i.e., what you are doing, and the outcomes of the actions you are taking. As stoicism dictates, you can’t control whether you will win the tennis match, but you can control how much you practice, etc. So when it comes to sales, while it is certainly important to track wins and overall success, studying the input efforts toward those end results is critical to continually tightening the approach and improving the efficiency of the overall sales engine.
Here are a few activity and results-oriented sales metrics to keep in mind. It is helpful to track these metrics on both an overall team and individual salesperson basis.
Activities represent things you can control (typically by doing more), and might consider tracking. Customer relationship management (CRM) platforms serve as the gold standard for sales metrics tracking and general sanity management. Use these tools to capture:
To add further granularity, you can explore breakdowns of the above based on the sales channel.
The following metrics represent trackable outcomes of the activities your sales team may be executing:
Broadly speaking, when it comes to tracking sales or business development related metrics it makes sense to break them down into two summary groups: 1) activities and 2) results. Stated differently, it is important to track the things you can control, i.e., what you are doing, and the outcomes of the actions you are taking. As stoicism dictates, you can’t control whether you will win the tennis match, but you can control how much you practice, etc. So when it comes to sales, while it is certainly important to track wins and overall success, studying the input efforts toward those end results is critical to continually tightening the approach and improving the efficiency of the overall sales engine.
Here are a few activity and results-oriented sales metrics to keep in mind. It is helpful to track these metrics on both an overall team and individual salesperson basis.
Activities represent things you can control (typically by doing more), and might consider tracking. Customer relationship management (CRM) platforms serve as the gold standard for sales metrics tracking and general sanity management. Use these tools to capture:
To add further granularity, you can explore breakdowns of the above based on the sales channel.
The following metrics represent trackable outcomes of the activities your sales team may be executing:
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