The three most important indicators in sales · The sales blog


Everything is important, but not everything can be the most important. In terms of metrics, more is not always better. However, some parameters tell you a lot about your sales results and challenges. These three sales indicators can tell you a lot about what you need to know to improve.

New opportunities created

One metric is above all others and this metric is "new opportunities created" and the value of those opportunities. Because it is true that you can not seize an opportunity that you did not create beforehand. The new opportunities created are the beginning of all good things.

This measure is an indicator of your effectiveness in acquiring meetings. It tells you how much you are prospecting and can also help you better understand your work ethic. It's good to be an excellent prospector, but not if you do not do it enough. A good work ethic will lead you to your goals, but not if you are ineffective.

The opportunities created are an essential measure for another reason: they are the best indicator of your ability to engage in sales conversations that allow the client of your dreams to decide to explore the change and eventually, to find the right one. accept the change. The new opportunities created mean that you are adept at the exploration conversation about why your dream client should change in ways that allow them to engage with you on a sometimes delicate conversation, and often about the conversations that will lead to you buying well before you. reach the commitment to decide (what you know like the fence) .No more arrogant sales tactic. The lost art of the fence shows you how to proactively manage your customer and close your sales. The lost art of the fence

Average transaction size

I tend to like all the offers, small, medium and large. I've had small sales growing up to monster deals. I've also had huge offers turning out to be something less than I thought possible. You can enter into agreements, and contracts can sometimes decrease without you doing so. There is also the fact that an agreement that could be small in one company or sector could be a massive deal in another company or another sector.

The size of the transaction says a lot about where you spend your time. This indicates what kind of goals you are pursuing. Since it is rare for large customers to look for a sales organization outside of a request for proposal, the big business created by a sales representative suggests that they are targeting hard-to-win and competitive shifts, which you could qualify as "dream clients". Win customers away from your competitors. Check-out Eat their lunchEat their lunch

Small transactions may mean that you are not targeting potential customers who would benefit most from your solution, but it could also mean that you are not as efficient in larger and more complex transactions. You may be creating many opportunities that are not big enough to help you achieve your goals.

One way to help achieve your goals is to earn higher prices than your average sales. You must create and earn less business. The average size of your transactions can tell you a lot.

Percentage of victory

Here it is: ink! Alternatively: "No ink!" You win and you lose. You want the balance to be "earned," but no one remains undefeated in sales. The best representatives with the highest closing rates still lose a lot of business.

Your rate of pay gives an idea of ​​your level of sales. This is the ultimate measure because ultimately you will achieve your goals or quota by winning opportunities (new revenue, new logos, or a combination of both).

Contracts won indicate that you have created a purchase preference, the preference is a complex mix of intangible assets, most of which would not be recognized by the client of your dreams as a reason to give you their business . A high win rate is often an indication of your ability to control the process. In many cases, a large percentage of earned contracts measure your ability to create value for the customer of your dreams. their experience working with you is a preview of what your dream client hopes to be their experience with your business.

A low rate of wins indicates a lack of efficiency, even though it can be extremely difficult to say where you might be struggling to produce better results. It could be a lack of ability to control the process. Challenges often appear at the beginning of the sales conversation, the exploration of change. If there is one area in which the actual improvement of the gain rates is a real problem, it is to reach a consensus.

What do these metrics tell you?

You may have wondered about indicators such as the number of dialed phone calls or the number of meetings. The three indicators above will tell you if you are doing enough to organize meetings.

These indicators, over time, whether you improve or not. The bigger and bigger deals and improved payout rates are usually a sign that you are improving with time.

You can view many other parameters, such as the length of the transaction cycle, the profitability of transactions, incremental time incremental transactions in your sales process, and the growth of existing customers. The number of metrics that can appear on your dashboard is unlimited, but these few basic metrics are often enough to decipher where you succeed and where you may need to improve.

With these three metrics, you can keep your own dashboard.


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