What sales department metrics are most important to track?
Posted: Mon Jan 20, 2025 7:00 am
There are more than 30 indicators of sales department performance that can be used to evaluate the department's performance. Do not try to cover them all: this will reduce your efficiency. Monitor 7-9 key indicators - this is the number that one person can work with efficiently.
The most popular indicators:
sales volume;
number of sales;
number of potential clients;
average transaction price (average bill);
sales conversion;
profit received from one client;
level of customer service.
Sales Conversion as a Key Indicator for Business
Sales conversion is the ratio of buyers to the total number of top benefits of using fusion database customers who contacted you. It is important to calculate and analyze this indicator correctly.
Conversion = positive closed deals for the period / (all closed deals for the period) * 100%
The formula does not include deals created and not resolved during the period under study. Therefore, your potential customers do not affect the conversion calculation.
Sales Funnel for Competent Management
A well-built sales funnel allows you to analyze conversion and make the right management decisions. It is the principle of distributing clients across all stages of the sales process: from the first contact to the moment of sale.
Sales Funnel
Let's look at the sales funnel using the example of our agency selling a business card website . The calculation is based on one manager over 3 months:
ed to reduce the number of leads, but increase their quality. Since January, the conversion has begun to grow.
Sales funnel control
For the quality work of your department, it is important to monitor the following sales funnel indicators:
intermediate conversion between stages;
the length of each stage - the number of days spent on intermediate actions;
deal length - the number of days it takes to close the deal.
Calculate conversion and analyze your funnel. Once you have specific numbers, you can make the right management decisions.
The most popular indicators:
sales volume;
number of sales;
number of potential clients;
average transaction price (average bill);
sales conversion;
profit received from one client;
level of customer service.
Sales Conversion as a Key Indicator for Business
Sales conversion is the ratio of buyers to the total number of top benefits of using fusion database customers who contacted you. It is important to calculate and analyze this indicator correctly.
Conversion = positive closed deals for the period / (all closed deals for the period) * 100%
The formula does not include deals created and not resolved during the period under study. Therefore, your potential customers do not affect the conversion calculation.
Sales Funnel for Competent Management
A well-built sales funnel allows you to analyze conversion and make the right management decisions. It is the principle of distributing clients across all stages of the sales process: from the first contact to the moment of sale.
Sales Funnel
Let's look at the sales funnel using the example of our agency selling a business card website . The calculation is based on one manager over 3 months:
ed to reduce the number of leads, but increase their quality. Since January, the conversion has begun to grow.
Sales funnel control
For the quality work of your department, it is important to monitor the following sales funnel indicators:
intermediate conversion between stages;
the length of each stage - the number of days spent on intermediate actions;
deal length - the number of days it takes to close the deal.
Calculate conversion and analyze your funnel. Once you have specific numbers, you can make the right management decisions.