Not only do you have to isolate the leading indicators in your sales process, but you have to figure out exactly how much of each KPI you need to hit your sales quota.
Maybe you’ve already identified a few key metrics to measure performance, but you’re not quite sure they’re the right ones. Or perhaps you’ve been measuring some things for a while now, but still aren’t seeing any changes in sales performance.
Either way, we’re here to help.
So, where do you start?
Recent LevelEleven research tells us that the most common sales KPIs vary by role and industry.
While calls is the top metric used by sales development teams, it comes in the number 2 spot for sales and account management. Sales teams are most often measured by wins, and account managers usually measure opportunities created.
Most industries also use calls as their main KPI, including:
- Professional Services
- Media & Publishing
But manufacturing and telecom companies measure opportunities created, while the advertising & marketing technology sectors focus more on wins.
Although calls, opportunities created and wins show up frequently, we know that sales organizations are using all types of metrics like:
- Demos Completed
- Contacts Added
- Meetings Scheduled
- Emails Sent
(Click here to see a full list of KPIs from this new research.)
But seeing what other teams use for sales KPIs is just the beginning. Here are 4 simple steps to define your sales process, identify your leading indicators and use your sales forecast to calculate your sales KPIs.