Sales by the Numbers: The Right Sales Process Metrics

Sales leaders are always asking me what the right KPI’s are for their team.While the “right ones” vary from company to company depending on your sales cycle I would suggest the following Key Performance Indicators are a base line for any team wanting to measure and improve:

• Revenue generation new and existing
• Proposal to closed  ratio
• Number of client meetings in a set period
• Average client growth (projects or products) year over year
• Length of time the average new client takes to close (pipeline management)
• Length of time the average existing client takes to close a new piece of business (pipeline management)
• Pipeline accuracy
• Forecast accuracy
• Account Plan completion including the scheduling of “client days” for key strategic accounts
• Overall territory growth
• Overall client growth
• Overall client satisfaction and loyalty scores
• Willingness to refer

Once you know the base line for these metrics – where your team is at today – you can make informed decisions on what (and who) needs to be improved and how to improve them.

Dedicated to increasing your sales,

Colleen