. In this blog we give you the keys.Will we meet the goal for the month? Are my salespeople performing at their best? Are they happy with their work? Where do I invest training efforts for them?
Problems like these are common among sales leaders, especially those in inbound sales. And did you know that many of them can be solved by tracking the right sales metrics?
Having well-defined sales metrics and constantly finland whatsapp resource monitoring them is essential to knowing whether your sales area is healthy or not.
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Then another question arises: what to measure? After all, measuring too little has no answers, but measuring too much can end up spending more time creating reports than selling.
It was with this in mind that we created this article. In it, you will learn why sales metrics are important, what types exist, and which ones cannot be left out of your tracking.
Why track sales metrics?
In the old days, selling was very simple and based only on the “3 Ss”:
Selection: attracting and recruiting salespeople who had high performance potential.
Strategy: Helping salespeople create smart plans for each account.
Skills: Teaching salespeople how to efficiently put the necessary skills into practice.
Finding good people to build a sales team has become increasingly difficult, to the point that developing a good strategy and having the right skills has become sophisticated and complex in recent years .
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And even though these 3 points are still valid as predictive factors for success, sales teams that work only with these points have lost ground in the market.
Faced with this scenario, sales managers, seeking to maintain competitiveness, begin to look for other factors to be the pillars of their teams, at which point another 3 factors begin to guide sales success, the "3 Ms":
Management: especially in relation to first-level management, represented by coordinators and supervisors.
Metrics: These are raw, atomic, and simple-to-compose measures. Measures that go beyond business results and traditional activity measurements.
Methodology: Working with a systematic and disciplined approach that allows the team to scale sustainably.
To stay on the main topic of this article, let's focus only on the metrics part. The role of metrics in sales is apparently simple and clear. They can be defined as important because they allow us to understand and improve the performance of the sales force .