What Are The 3 Most Important Sales Metrics?

When it pertains to metrics, more isn’t always better. However, there are some metrics which tell you a lot about your sales results — as well as your challenges. The following 3 sales metrics may tell you a lot about what’s needed to know so you can improve.

New Opportunities Created

This sales metric gauges your effectiveness in acquiring meetings. It’ll let you know how well you’re doing with prospecting, and it’ll give insight into your work ethic. It is great to be a good prospector; however, not if you do not do enough of it. An excellent work ethic takes you most of the way to your sales goals; however, not if you aren’t effective.

Opportunities created is an important metric for one other reason: It’s the ideal indicator of your capability of engaging in sales conversations which result in your dream customer choosing to explore change — and ultimately agree to change. New opportunities created will mean you’re adept at the exploration conversation regarding why your ideal customer ought to change in a way which permits them to interact with you on what sometimes is a tricky conversation — and oftentimes the conversations which cause them to purchase from you long before you reach a Commitment to Decide.

Average Deal Size

Deal size tells you a lot about where your time is spent. It’ll indicate what type of targets you’re pursuing. Because it’s rare for major clients to pursue sales companies outside of an RFP, big deals which were developed by reps suggest that they’re targeting competitive, hard-to-win displacements, something you may imagine to be your “dream client.”

Small deals may mean you aren’t targeting the prospects which might benefit the most from your product or service, and it also might mean you are not as effective in more complex, larger deals. You may be developing several opportunities which are not big enough to permit you to attain your goals.

One way you make it simpler to attain your goals includes winning deals which are bigger than your average sales. You must win and create more deals. Your average deal size will tell you a lot.

Win Percentage

High win rates are frequently an indication of how well you control your process. In most instances, a higher percentage of won deals will measure how well you develop value for your ideal customer; what your ideal client hopes is going to be their experience with your company.

Low win rates indicate a lack of effectiveness, though it may be very hard to tell where you may be struggling to generate better results. It might be a lack of capability of controlling the process. All too often, challenges will show up early within the sales conversation, that exploration of change. If there’s one single area in which the real problem exists in improving win rates, it’s in building consensus.

For more tips on how to improve your sales metrics contact Sales Leadership Coach Wesleyne Greer today at (281) 941–7272.