Sales Performance Indicators

Sales revenue is an important number, but it's not everything and it's a lagging indicator.

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It is important for effective sales management that you use a blend of lagging and leading indicators. This will provide more accurate forecasting and more focus on what needs to be done now.

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Many businesses owners I talk with have trouble forecasting sales, but it's something my clients get good at.

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Every business has its own 'numbers' but as a start you need to check the following weekly.

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Pipeline Value: The total value of all the opportunities in your sales pipeline.

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Quoted Value: If you need to quote work before you can deliver it, this value is critical.

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Discovery Calls Made: These are the meetings where you are collecting the information from the customer in sufficient detail to provide a quote.

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Win Rate: The percentage of opportunities you win from quoting.

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Conversion Rate: The percentage of enquiries that go through to quotes.

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Deal Days: How many days does it take to close a deal from the day of the enquiry.

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