- The performances of your sales reps
Sales managers are responsible for coaching and managing the performances of their sales reps. By tracking key sales productivity metrics, they can 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 productivity 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. Managers can find these conversion percentages by acutely studying sales productivity 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=”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
Managers should always be trying to maintain the proper shape of the sales funnel. 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 productivity 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 suddenly 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. With a wealth of sales productivity 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]