We all know the business adage “what can be measured can be managed.” Unfortunately, this rule of thumb doesn’t tell managers what they should be measuring in the first place. And determining what metrics to focus on is often the hardest part of leading a team.
If you’re a sales manager who’s grappled with this quandary, today’s your lucky day. Rain Group has compiled the essential list of sales metrics, which contains no fewer than 102 discrete indicators of a sales team’s health.
The list goes far beyond traditional revenue measures. Remember: it’s not all about quota. Just as crucial as average revenue per seller and percentage of the team hitting quota are metrics such as reps’ job satisfaction and the ROI of training initiatives. Without tracking training, talent, strategic, and operational metrics alongside revenue goals, sales leaders won’t be able to get a full picture of team performance.
Peruse the graphic below, and take note of sales metrics you currently aren’t tracking that you should add to the list. Get measuring, and start managing.