Metrics help teams perform to the best of their ability
Sales teams are the driving force behind your business. You drive revenue, and your efforts are the first thing that your CEO talks about with the board or shareholders. Your sales numbers are top of mind for everyone in the business.
Top performing sales teams are adapting to an ultra competitive, accelerated business environment by being data-driven. Everything in sales is measurable, and that's good, because anything you can measure you can improve. Metrics act like a compass and help you stay laser focused on achieving results.
This resource is designed to help sales professionals like yourself learn the basics of metrics, and to find examples you can apply to your own work.
See the examples below to get visual and practical examples of how these are implemented in sales organizations.
Most commonly used Sales Metrics
The top metrics for modern sales teams and sales executives are:
- Monthly Sales Growth
- Average Profit Margin
- Monthly Sales Bookings
- Sales Opportunities
- Sales Target
- Quote To Close Ratio
- Average Purchase Value
- Monthly Calls (or emails) Per Sales Rep
- Sales Per Rep
- Product Performance
- Sales by Contact Method
- Average New Deal Size/Length
- Lead-to-Sale %
- Average Cost Per Lead
- Retention and Churn Rates
- Customer Lifetime Value
- Average Conversion Time
- New and Expansion MRR
- Number of Monthly Onboarding and Demo Calls
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Use this sales metric to track orders by full time employee.
Measure the impact of finishing a project has on a customer’s repurchasing behavior.