- The performances of your sales reps
Sales managers are responsible for managing and coaching the performances of their sales reps. An essential element of sales performance metrics management is to identify the exact activites that reps are doing and to compare them against 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=”31539″ align=”center” lightbox=”true” title=”Sales Coaching – Employee Activities” alt=”Sales Coaching – Employee Activities” width=”400″ height=”278″ autoHeight=”true”]
- 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. A key aspect of sales performance metrics management is to find these conversion percentages by acutely studying 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=”31295″ align=”center” title=”Pipeline Management in InsightSquared” alt=”Pipeline Management in InsightSquared” lightbox=”true” width=”430″ height=”238″ quality=”100″]
- The shape and state of your sales funnel
A big part of sales performance metrics management is ensuring that the sales funnel retains a healthy and appropriate 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. Additionally, it is crucial for managers to study sales performance metrics and determine win rates at different stages of the funnel, as synced to the buyer’s process and perspective. 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=”31540″ align=”center” lightbox=”true” title=”Sales Coaching – Sales Funnel” alt=”Sales Coaching – Sales Funnel” width=”400″ height=”276″ autoHeight=”true”]
InsightSquared is the sales reporting and analyzing software you need for effective sales performance metrics management. With a world of sales performance 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.
[note][blockquote cite=”David Fishman, VP Marketing, Marantis”]InsightSquared is the irreplaceable complement to Salesforce.[/blockquote][/note] [/one_half_last]