Performance Metrics & KPI’s

1. Overview

  • Purpose:

    • Track and measure the effectiveness of the sales process and individual performance.

  • Objectives:

    • Identify strengths and areas for improvement.

    • Align sales activities with company goals.

2. Key Metrics to Track

Lead Generation Metrics

  • Total Leads Generated: Number of new leads acquired.

  • Lead Source Performance: Effectiveness of different lead sources (e.g., referrals, cold calls, marketing campaigns).

  • Cost Per Lead (CPL): Marketing spend divided by the number of leads generated.

Lead Qualification Metrics

  • Qualified Leads: Number of leads that meet BANT criteria.

  • Lead Conversion Rate: Percentage of leads that move to the appointment stage.

  • Time to Qualify: Average time taken to qualify a lead.

Appointment Setting Metrics

  • Appointments Scheduled: Number of meetings booked.

  • Appointment Conversion Rate: Percentage of appointments that lead to proposals.

  • No-Show Rate: Percentage of scheduled appointments where the lead does not attend.

Proposal and Estimation Metrics

  • Proposals Sent: Number of proposals delivered to clients.

  • Proposal Acceptance Rate: Percentage of proposals accepted by clients.

  • Average Proposal Value: Average monetary value of proposals sent.

Follow-Up and Negotiation Metrics

  • Follow-Up Rate: Frequency and consistency of follow-up communications.

  • Negotiation Success Rate: Percentage of negotiations that lead to closed sales.

  • Objection Handling Effectiveness: Success rate in overcoming client objections.

Closing the Sale Metrics

  • Close Rate: Percentage of proposals that result in closed sales.

  • Time to Close: Average time taken from proposal to closing the sale.

  • Revenue per Sale: Average revenue generated per closed sale.

Post-Sale Follow-Up Metrics

  • Customer Satisfaction (CSAT) Scores: Measure of client satisfaction post-sale.

  • Retention Rate: Percentage of clients who continue to use your services.

  • Upsell Rate: Percentage of clients who purchase additional services.

Referral and Upsell Metrics

  • Referrals Generated: Number of new leads from referrals.

  • Referral Conversion Rate: Percentage of referred leads that become clients.

  • Upsell Revenue: Additional revenue from upsell opportunities.

3. Sales Dashboard

  • Embedded Google Sheets Dashboard:

    • Embed Sales Metrics Dashboard (Google Sheets)

  • Key Components:

    • Visual charts for each metric.

    • Real-time data updates.

    • Filters for different time periods and roles.

4. Reporting Schedule

  • Weekly Reports:

    • Review weekly targets vs. actuals.

    • Identify immediate challenges and successes.

  • Monthly Reports:

    • Analyze monthly KPIs.

    • Provide feedback and recognize achievements.

  • Quarterly Reports:

    • Comprehensive analysis of sales performance.

    • Adjust sales strategies and targets based on business goals.

5. Templates and Checklists

  • Monthly Sales Report Template:

    • Download Monthly Sales Report Template (Google Sheet)

  • Quarterly Sales Review Checklist:

    • Download Quarterly Sales Review Checklist (Google Sheet)

6. Additional Resources

  • Training Videos:

    • How to Analyze Sales Metrics

  • Best Practices Articles:

    • Top KPIs to Track for Sales Success