Have you looked at your sales metrics lately? What types of metrics are you tracking?
More than likely, they include measurements like profit, revenue growth, customer retention or market share. Those result metrics are important, because they communicate how the company is performing overall. But research shows that you can’t directly manage result metrics because they are, by nature, outcomes.
You might also be measuring things like calls, meetings, demos or proposals, which are sales activities. These metrics are manageable. While you can’t ask a rep to bring in more revenue and immediately see a change in the metric, you can ask a rep to make more calls to qualified prospects and watch the metric change as soon as they act. Tracking activities helps your reps ensure that they are spending their time on the most critical activities to closing business.
But those aren’t the only types of sales metrics. And each category serves its own important purpose. That’s why we created an infographic to explain different groups of metrics for sales organizations and provide examples for each.
Types of sales metrics for sales leadership to track
What are your favorite sales metrics? Let us know in the comments below!