sales metrics

Top sales metrics June 2019

Top Sales Metrics June 2019

GREGORY KESHIAN | Jul 01, 2019

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. 

Track Stage Duration to close more deals quickly

Stage Duration In The Sales Process

JOHN BYRNE | Jan 04, 2019

We recently examined the power of stage conversion rates and how they’re an awesome tool for sales managers.  In addition to conversion, there’s another very valuable metric when it comes to understanding opportunities’ behavior.  I’m talking about opportunity stage duration. Stage duration paints a vivid portrait of the sales process, both for a team and individual reps.

leading indicators for sales managers to track

Leading Indicators for Sales Managers to Track

GREGORY KESHIAN | Sep 20, 2018

I frequently get asked by customers about leading performance indicators for sales reps.  The thing they want to know is: "how do I know if I'm on track to hit targets before it's too late?"  

Great question, glad you asked.

Here are four KPIs that you can use to track your reps, your team and your company.  These early indicators will give you a heads up that something is off the rails before it's too late to course-correct.

Aaron Bloomfield 3 Ways Sales Leaders Can Get Sales Reps to Own Sales Metrics

3 Ways to Get Reps to Own Their Sales Metrics

GREGORY KESHIAN | Aug 04, 2018

Metrics can be a sales leader’s secret weapon.  The best CRO's, VP's and Directors of Sales manage their teams to hit the metrics they need to support the overall quota.  They achieve consistency by creating a plan and hitting it.

The best sales leaders also instill ownership of these metrics by their reps.  When reps own their metrics, it's a mindset shift that turns them from reactive into proactive businesspeople with a goal and a plan for how to get there.