In sales, performance metrics are about keeping score as the game is on. Imagine a sport like baseball or football, and the importance of the scoreboard.
A good sales scorecard provides a readout of all the key activity- and results-based metrics required to achieve predictable and sustainable success, both on an individual and team roll-up basis. This is a published look at targets and average performance on a week-by-week basis. Some of the metrics on the scorecard to include are:
- New Opportunities (new and existing accounts; number and dollar value)
- Sales Meetings (prospect first time, prospect follow-on, existing accounts)
- Proposals Delivered (new and existing accounts; number and dollar value)
- Active Opportunity Pipeline (total dollar value, number of opportunities, and average dollar value per opportunity)
- Orders Booked (new and existing accounts; number and dollar value)
- Won-Loss-No Decisions (new and existing accounts; number and dollar value)
- Quota Performance (new and existing accounts; percentage and dollar value achievement against assigned quotas)
What do you put on your sales team scorecard?
Smooth Selling Forever enables small and mid-size business leaders to generate significant, predictable, and sustainable sales growth. Based in the science of selling, when applied correctly and managed vigilantly, smooth selling produces revenue results in a systematic fashion.
