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