5 Metrics You MUST Track Before Your Sales Start Scaling

09-19-2018

As sales begin and you start seeing some consistent revenue coming in, there are certain metrics that are essential to begin the process of scaling. Although it’s well understood that having a data-centered sales process is the gold-standard for any scalable sales team, it can be difficult to know which are the most important to start with.

Business man climbing up on hand drawn graphs concept on background

 

Here are 5 metrics the that you should consider establishing FIRST to ensure you don’t find yourself in cluelessly treading revenue water a few months down the line.  Some of these can be tricky to calculate with only basic CRM reporting but a free resource to calculate them can be found here.

 

 

    • Leads by Source

 

Understand where your customers are coming from. This information helps you prioritize your deals and double-down on the most profitable sources. Further, you can see if you need to branch out your number of lead sources to minimize risk.

 

 

  • Conversion Rates by Stage

 

One of your most fundamental metrics to track is win/loss rate. But what good does that do you if you can’t identify where things are going wrong? Everyone agrees they need to close more business, so take a step beyond win/loss rate right from the start and see where your leads are getting stuck.

 

 

  • Stalled Deals by Month

 

Stalled deals are tricky as they are more sneaky than straight losses. By tracking the number of stalled deals (no movement in X amount of time), you are able to identify when to make the call to circle back on deals and identify the most common causes for stalled deals.

 

 

  • Open Pipeline Changes by Week

 

Not only do you need to see what stage every opportunity is in, but you need to be able to track the changes that are constantly happening within those stages. Changes such as deal amount reduction can quick blindside you and prevent proper planning.

 

 

  • Avg Sales Cycle by Stage

 

This is an important internal benchmarking metric for understanding the health of open opportunities. Compare the movement of each deal at each stage against the benchmark and you will have a better understanding around if deals moving through the funnel as expected.

 

 

Conclusion

Using the metrics stated here, you’ll ensure revenue continues to grow and your sales process continues to improve as you begin to increase the size of your team and invest more in the pipeline. As an important bonus, you’ll have a solid analytical foundation in place to grow the rest of your data-centered sales process down the road. Feel free to check out the other resources we have available for growing sales teams at our website

 

Click here to learn how MoData can provide the insights you need to scale your business process

Related Posts

Go Back
Latest Blog
athletes baseball celebration 163534
March 5th, 2019

Your Sales Team is a Sports Team If you think about it, your sales reps are just like athletes. Every time they are communicating with...

Read More
sales management responsibilites 1
February 26th, 2019

The shift from working in larger organizations into a startup is a jarring experience for some. Startup culture has its own unique style from established...

Read More
2 min 1
February 19th, 2019

Sales can be boring sometimes. It’s not always glamourous and exciting, and it rarely makes it onto the big screen in theatres. And learning new...

Read More
e-book for free
FREE E-BOOK !
Is Closing a Real Problem in Account Based Selling?

If you want your sales team to get the right results, you need to solve problems that delay or curb your sales goal and conversion. But do you know what the real problems in your sales process are? Download your free eBook, which includes a list of questions, to help you identify them.

Ready to move your sales to the next level ?
Start your free trial now.
Mo-Data's AI-powered sales intelligence software provides you with actionable insights, predictions and prescriptions to help you grow revenue, faster.