In order to manage their teams successfully and hit their revenue number,
sales leaders must carefully measure their individual sales reps’ performances.
There are many useful leading indicators and metrics to do this – such as the
number of activities that each rep performs daily – but sales leaders must also
dive deeper and analyze metrics such as activity efficiency ratios, historical
pipeline trends, average sales cycle duration by stage and pipeline inflow and
outflow. These deeper metrics provide a more comprehensive and nuanced
understanding of your sales team’s performance and will help you manage
sales more effectively.
In this eBook, we will focus on the “best practices†sales metrics in three key
areas – activities, sales pipeline and sales results – so that you can go beyond
scratching the surface of sales management and start digging into the metrics
that truly matter.
Introduction
