[one_half] If you can’t measure it, you can’t manage it. Sales management metrics have become essential when managing a team of sales reps. Sales managers need to identify the key sales performance metrics by which to judge their sales reps. By studying key sales performance metrics, sales managers can improve the performances of their reps, stay on top of all opportunities in their pipeline and manage the health of the sales funnel. Here are three of the most important sales management metrics to study.

  • The performances of your sales reps
    Sales managers are responsible for managing and coaching the performances of their sales reps. One of the most important sales management metrics is to identify the exact activites that reps are doing and compare them to goals. Additionally, they can see how productive these activities are – are they leading directly to demos and deals? Are reps making enough calls, emails and touches each day? Are they converting an appropriate number of prospects from the demo stage to the trial phase? Are opportunities spending too long in early stages? These are important questions that can be answered by looking at sales performance metrics.  [image source_type=”attachment_id” source_value=”31256″ align=”center” lightbox=”true” title=”Sales Management – Employee Activities” alt=”Sales Management – Employee Activities” width=”400″ height=”261″]
  • The opportunities in your pipeline
    By studying the sales pipeline regularly, sales managers will know if there is enough pipeline to reach quota, based on historical conversion ratios. Managers can find these conversion percentages by acutely studying the most important sales management metrics within the sales pipeline. Managers can look at the total value of their deals, how that is changing over time and what that means for the future. [image source_type=”attachment_id” source_value=”33109″ align=”center” lightbox=”true” title=”Sales Management Metrics – Opportunity Pipeline” alt=”Sales Management Metrics – Opportunity Pipeline” width=”381″ height=”214″ autoHeight=”true”]
  • The shape and state of your sales funnel
    Managers should always be studying their sales funnel to ensure that it is maintaining the proper shape. Sales funnels should be widest at the top, where the widest pool of unqualified prospects reside, and narrowest at the bottom, where only the most qualified prospects remain. Studying the win rates at different stages of the funnel, as synced to the buyer’s process and perspective, is one of the most important sales management metrics. For example, if a great percentage of prospects are progressing through early stages but abruptly plummeting at later ones, managers might want to add stages with more distinct conversion points to better qualify leads early on. [image source_type=”attachment_id” source_value=”31258″ align=”center” lightbox=”true” title=”Sales Management – Sales Funnel” alt=”Sales Management – Sales Funnel” width=”400″ height=”276″ autoHeight=”true”]

InsightSquared is the sales reporting and analyzing software you need. With a world of sales management metrics to choose from, InsightSquared can help managers focus on some of the key metrics mentioned above, as well as any number of other metrics best suited for their business.

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[/one_half] [one_half_last] Sales Management Metrics in InsightSquared
[note][blockquote cite=”David Fishman, VP Marketing, Marantis”]InsightSquared is the irreplaceable complement to Salesforce.[/blockquote][/note] [/one_half_last]