Tracking sales metrics is critical to driving business growth. Without tracking, you don’t know what’s working. You can’t determine the length of your sales process. You have no way to forecast future sales. Numbers are just as critical in sales as they are in the accounting department.
When you’re considering which metrics to track to monitor your sales activities, think about the methods you use for connecting with potential new customers. Are you connecting with leads on social media? Do you attend networking events? Are you making outbound sales calls? What is your follow up process?
After you’ve considered your sales process and how you connect with customers, determine which metrics to track.
# of Calls per Day
# of Prospect Meetings per Week
# of Community Events Attended per Month
# of DMs Sent per Day
# of Follow Up Emails Sent per Week
# of Networking Events Attended per Month
# of Proposals Sent per Week
In addition to tracking activities, it’s also helpful to track timing. If you can follow a lead through its lifecycle, you can better forecast results. You’ll know not only how many leads turn into new customers, but also how long it typically takes a lead to turn into a prospect, and then to become a customer.
Data drives results. Tracking your sales activities and understanding how those activities impact your revenue can help you to understand how many calls you need to be making each day, how many meetings you need to attend, or community events to book to hit your goals.
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