If you want to make sure you sell as much as possible and meet (or even exceed) that quota by the end of the year, you’re going to need a tool or two.
And the most important tools in every sales manager’s toolbox are certainly Key Performance Indicators (KPIs).
In this article, we’re going to show you top 5 KPIs for assessing your team’s performance.
Let’s take a look!
Why You Need KPIs for Your Sales Teams
Every sales team has target KPIs for actual sales.
However, these KPIs won’t help you understand your team’s performance. They don’t provide enough context.
20 sales in a month means very little if you don’t know which behaviors contributed to that success. But if you can cross-reference that KPI with KPIs such as: number of follow-ups, or specific actions that your sales reps took, you’ll know a lot more.
Understanding how to replicate and improve your team’s performance is the key to using sales team KPIs.
Top 5 Metrics for Sales Teams
The following metrics will help you:
Understand your sales team’s performance
Understand the efficiency of your sales process
Truth be told, you need to continuously optimize your process and your practices. And with metrics for sales teams, you’ll know exactly what you have to do to sell even more.
Time Spent Selling
Time spent selling is an excellent productivity metric!
It shows how much time your reps actually spend selling. As we all know, reps spend time on data entry, researching prospects, creating materials, and many other tasks. This can lead to their actual sales productive time being down to less than a few hours every day.
Again, it’s normal for reps to spend some time on activities other than communicating with prospects.
However, if your reps don’t spend a lot of time selling, you might need to:
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