As a business grows and enters new markets, sales performance is key to success. Getting the most out of your sales teams means aligning them with the goals of the company and giving them the tools they need to succeed.
What are KPI metrics in sales?
Whether they are analyzing data, executing compensation plans, or mapping territories, sales performance need to have access to a set of sales metrics that are both realistic and meaningful. These must also be aligned with your overall sales goals so that reps know their contributions are valid. Effective sales planning, which includes territory management and quota setting, makes this possible by forecasting projected market growth and using advanced modeling to optimize every account and territory.
It’s important to remember that salespeople are human, and even the best performing team will have underperformers. Managing these reps in a way that ensures they continue to reach their full potential, while letting go of those who can’t, is crucial. Getting this right will help you maintain your business’s culture and avoid a toxic workforce that can negatively impact morale.
Tracking sales performance over time is essential to identify opportunities for improvement. A good sales management platform will provide the flexibility to define your own sales periods, allowing you to analyze data in a way that makes sense for your business. It’s also a good idea to use standard reporting dimensions, which will make it easier to compare results across your organization. Having these dimensions will help you build a report that provides an accurate picture of sales performance for both individuals and teams.