Menu
Sales Metrics & KPI
Without clearly defined Metrics and Key Performance Indicators (KPIs), it is impossible to execute the best of strategies as there is no way to know what is working and what isn’t.
What are Sales Metrics & KPIs
Studies show that the cost of sales and marketing have grown by over 53% in the last seven years. That means both sales and marketing productivities are trending the wrong way.
Some of the most critical sales metrics and KPIs are: closing ratios; sales cycles; average deal sizes; average discount given; quota attainment rate; MQL to SQL ratio; SQL to closed deal ratio; Sales budget per sales dollars; marketing budget per sales dollars; as well as the trends of each of these.
Why are Sales Metrics & KPIs Critical
The goal of metrics and KPIs is not to punish or cause stress within the sales and marketing organizations. That would be counterproductive. The goal is to provide a measuring stick for continual improvement.
Both sales and marketing are professions of excellence. In a rapidly changing world, skill sets erode without a way to identify gaps and improve performance. Metrics and KPIs provide a constant benchmark for continuous improvement so that a company can attain and maintain a leadership position.
Why SOMAmetrics?
Over the past ten years, SOMAmetrics has built its digital campaign skills across a variety of media including email, digital ads, and social media. Our success lies in our methodical approach of identifying the key personas, developing the value proposition, providing high value digital assets, and coordinating messaging across personas and media using our integrated campaign calendar.
Case Studies
How BHAG approach increased sales by 50% through improved sales operations,management, and targeting.
Sales Management Best Practices in Action.
How we transformed A Global Account Development Team into a high performance sales pipeline development star in four months.
Related Articles
5 Questions to Assess Sales Pipeline Health
Sales managers often get promoted to their position from the rep ranks. When they were individual quota-carriers, it was relatively easy to assess their sales pipeline.
How to Diagnose & Solve 4 Major Sales Problems
It’s an understatement to say that sales is a profession filled with curveballs.From prospects who go dark to phone lines that cut out in the middle of a heated negotiation, you can never say for sure that you know what’s coming.
The Importance of Performing Regular Sales Diagnoses
Too often sales teams jump to quick, ineffective solutions when they see a drop in sales performance. By doing so, they fail to address the root cause of the problem.
The Analytics of Sales Time Well Spent
It's 10 AM. Do you know what your sales reps are doing? Sales executives with even moderately large, distributed salesforces rely on data to help them understand which activities and behaviors lead to the best outcomes.