10 Sales metrics redefined
10 Sales Metrics Redefined
Most sales metrics and KPIs do not intrinsically have analytical value by itself. You need more metrics to draw some conclusions out of it.
Below, I write down some examples of better metrics to integrate into your sales reports and dashboards in CRM to guide you in better sales management
Instead of leads by source, measure conversion rates by lead source
Instead of open activities, measure total activities / open activities per salesperson
Instead of open cases, measure case resolution times
Instead of opportunities past due, measure close date accuracy (comparison of the projected close date with the actual close date of an opportunity)
Instead of new business, measure churn rate / new business ratio
Instead of customer visits, measure visits / unique customers ratio
Instead of sales revenue, measure total revenue / average revenue per customer
Instead of listing customers filtered by sales revenue, include potential sales estimates / actual sales revenue ratio
Besides conversion rate, also measure the average time for average conversion
Instead of the number of calls made, measure the activation rate of passive customers
The more analytical insight potential a sales metric has, the better the metric it is.