The Sales Management Blog With A BizOps Spin
At Rekener, we've compiled a glossary of sales metrics. These KPIs help sales leaders manage their business and get better performance from their teams and reps by driving them in the right direction.
Our metrics glossary describes each sales metric, what it's used for, some example calculations, and also how to calculate it using Salesforce or HubSpot CRM data. We generate a fair amount of web traffic of sales leaders coming to our site to learn how to calculate these KPIs for their teams.
Sales Velocity is a powerful diagnostic tool for sales leaders because it captures the three metrics managers value most when evaluating reps on bottom-of-the-funnel KPIs:
What percentage of deals is a rep winning?
What’s the average size of those won deals?
How long does it take to win a deal?
Last night while attending a Red Sox game I found myself staring at one of the scoreboards looking at stats. They really didn’t help me drive any meaningful insights. Steve Pearce was at the plate with runners on base and I wanted to know: what are the chances he knocks one over the monster and gives the Sox the lead.
The scoreboard was showing that Steve Pearce in night games has 87 home runs. At first glance this seemed like a useful data point. It's a night game, Steve Pearce is batting and I know how many home runs he has hit in the past.
Sales leaders worldwide use Rekener's Sales Rep Scorecards to get better results from their sales teams. I'm one of them.
At Rekener, we generate a few dozen inbound leads every week, and they get routed to our sales. Our sales team follows up with those leads to set demos. I encourage them to try at least 5 times to call each lead.
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