Sales Metrics

What general sales activities/results should a salesperson measure on an ongoing basis? I'm trying to put some charts together. Any feedback will be appreciated.

tycoon01,

Depends on if you're talking solely new business development or account management as well. But for a typical outside salesperson generating new business, here's what you should be taking a look at:

Phone cold calls (#)
Contacts (# and %)
Appointments Set (# and %)
Appointments Completed (#)
Presentations (# and %)
Closes (# and %)

Obviously you can get carried away with tracking numbers, but if you're in an industry that demands high activity, you've got to keep tabs on your activity and success ratios.

Check out this and this...free tools for doing exactly what you're talking about.

I would also track my progress towards a measurable goal such as gross commissions.

If I was generating my own leads I would track the source of leads for each new lead so I could get a handle on what is and is not working.

For anyone interested in charting or graphing this type of data online there are some great free tools at: http://www.infosoftglobal.com/

Quote:

Originally Posted by Jeff Blackwell

For anyone interested in charting or graphing this type of data online there are some great free tools at: http://www.infosoftglobal.com/

Very nice. Thank You!

Thanks for the responses and the tools.

Thanks for the info I'll have to look into that.

A friend of mine is an extremely successful sales VP that recently started up a new company called Sales Benchmarking Index - I do not know of another person that understands sales metrics better than he does.

Shoot him an email @ greg.alexander@salesbenchmarkindex.com and tell him you were referred by Eric with Count5.

Even if you do not move forward with any of his services, I assure you that you will benefit from the discussion.

Eric
Count5

Quote:

Originally Posted by tycoon01

What general sales activities/results should a salesperson measure on an ongoing basis? I'm trying to put some charts together. Any feedback will be appreciated.

It's always good to know where you stack up in market share vs. the competition. When you gain market share, you're growing the territory for yourself and the company. That's the #1 benchmark I always used. Also, how many deals was I in, and how many did I win (closing percentage)

Susan

	#1
tycoon01	Sales Metrics What general sales activities/results should a salesperson measure on an ongoing basis? I'm trying to put some charts together. Any feedback will be appreciated.

	#2
BrandonH	tycoon01, Depends on if you're talking solely new business development or account management as well. But for a typical outside salesperson generating new business, here's what you should be taking a look at: Phone cold calls (#) Contacts (# and %) Appointments Set (# and %) Appointments Completed (#) Presentations (# and %) Closes (# and %) Obviously you can get carried away with tracking numbers, but if you're in an industry that demands high activity, you've got to keep tabs on your activity and success ratios. Check out this and this...free tools for doing exactly what you're talking about.

	#3
Franklin	I would also track my progress towards a measurable goal such as gross commissions. If I was generating my own leads I would track the source of leads for each new lead so I could get a handle on what is and is not working.

	#4
Jeff Blackwell "Top Sales Expert"	For anyone interested in charting or graphing this type of data online there are some great free tools at: http://www.infosoftglobal.com/

	#8
Eric Count5	A friend of mine is an extremely successful sales VP that recently started up a new company called Sales Benchmarking Index - I do not know of another person that understands sales metrics better than he does. Shoot him an email @ greg.alexander@salesbenchmarkindex.com and tell him you were referred by Eric with Count5. Even if you do not move forward with any of his services, I assure you that you will benefit from the discussion. Eric Count5

Sales Metrics

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