Sales metrics provide quantified measures used for monitoring, reporting on, analyzing, and improving critical growth drivers, performance, and sales outcomes. Common categories include volume, efficiency, predictive, and outcome metrics tied to objectives.
Effective sales metrics are consistently measured, insightful for decision making, and influence strategy to reach targets. Managers should distill the core set of sales key performance indicators (KPIs) aligning to growth goals versus vanity metrics.
Dashboards make KPIs trends and targets easily visible. Drilling into segment variations uncovers additional insights. Year-over-year comparisons demonstrate improvement. Optimizing sales processes and activities based on hard metrics accelerates growth.