You’ve probably seen some variation of the statistic below, but it’s still worth sharing:
Every day, 2.5 quintillion bytes of data are created.
That number is unfathomable, but it’s great news for sales leaders. That data includes valuable activity data, lead information and pipeline statistics that can be used to improve your sales process.
But that high volume of data has drawbacks. If you’ve ever heard the phrase, “Measuring everything leads to measuring nothing,” you know exactly what I mean. Data is so readily available, you can quickly become lost in the quagmire of numbers relating to dials, opportunities, pipeline and revenue.
So, how do you avoid analysis paralysis? Easy. Focus on the data that helps you do these three things:
- Drive Revenue: Which metrics communicate performance and revenue targets?
- Engage Salespeople: Which behaviors should your team be spending time on?
- Create Collaboration: Which metrics can you build a culture of collaboration around?
What these metrics look like for each organization will be different based on your team, process and goals. To help get you started on your sales metrics journey, here are beginner, intermediate and advanced metrics for measuring success:
3 levels of sales metrics for your organization
Alaysia Brown is a recent graduate of Louisiana State University where she received her Bachelor of Arts in Communication Science. She is currently a Digital Marketing Specialist at SalesLoft, a platform that focuses on sales calls, email tracking, and more.