Sales Efficiency Metrics

The rep you're thinking about putting on a PIP may have generated more profit per hour than your President's Club winner. Most sales managers would double down on whatever the high-volume closer is doing. Clone their process. Get everyone else to hit those activity numbers. Meanwhile, the "underperformer" is quietly closing deals twice the size, in half the time, with customers who actually stick around. tl;dr = you might have a whole ton of high performers hiding in plain sight. This is understandable, of course. After all, they might not be obvious: - They might have fewer opportunities than their peers, but each one is carefully chosen. They understand their ICP deeply instead of chasing every lead that moves. - They might not be the loudest voices in sales meetings, but they consistently hit quota without the drama. They work methodically instead of frantically. - They might not have the highest activity metrics, but they have the highest efficiency ratios. They focus on what converts instead of what counts. If you wanna do a better job at spotting these folks, you should change the way you look at the metrics - and what metrics you look at specifically: - Revenue per opportunity (not total opportunities). - Average deal size relative to territory potential. - Time to close on wins AND losses. - Customer retention rates on deals they close. - Referral generation from satisfied customers. If you go through this exercise, you can easily discover that your "struggling" rep actually has the highest win rate on the team. You could also find that your "prospecting superstar" is burning through unqualified leads and damaging the company's reputation. To be fair, it's easy for managers to miss these patterns. CRMs reward seller activity over buyer engagement. Pipeline reports show volume, not quantity. Leaderboards celebrate closed deals without any context of effort required. Your dashboard shows calls made, emails sent, meetings booked. It DOESN'T show which conversations actually moved buyers forward. Stop measuring just the "what" and start measuring the "how efficiently." Look at ratios, not raw numbers. After all, I'd bet we could all agree that efficiency beats volume every time.

🙋🏽 Are you still measuring sales success with the same old yardsticks? I've observed a fascinating trend among the most innovative B2B tech company CEOs. They're not just looking at traditional metrics; they're digging deeper. Here are four unconventional, yet crucial, sales metrics you should be tracking in 2024: 1️⃣ Sales Velocity: Calculation: (Number of Opportunities × Average Deal Value × Win Rate) / Length of Sales Cycle. Insight: Gauges how quickly deals are moving through your pipeline and generating revenue. A cloud services client reduced their proposal generation time, resulting in a significant increase in sales velocity and revenue. 2️⃣ Net Promoter Score (NPS) Among Lost Opportunities: Calculation: Percentage of detractors subtracted from promoters among lost leads. Insight: Helps understand the brand perception even among leads that didn’t convert. Despite losing a major deal, a Martech Series B startup found a high NPS among these leads, indicating strong market presence. 3️⃣ Sales and Marketing Alignment Score (SMAS): Calculation: Qualitative assessment of the synchronization between sales and marketing strategies. Insight: Measures the efficacy of your sales and marketing teams working as a unified front. A digital transformation company's realignment of sales and marketing objectives led to higher SMAS and better campaign results. 4️⃣ Social Selling Index (SSI): Calculation: Based on LinkedIn's SSI, measuring salespeople’s ability to establish a professional brand, find the right people, engage with insights, and build relationships. Insight: Tracks how effectively your team is using social networks to grow their sales pipeline. An AI tech firm's focus on LinkedIn training for their sales team boosted their SSI and led to an uptick in leads. 💡 How does your company leverage unconventional metrics to stay ahead in the competitive B2B tech landscape? Are there any unique metrics you’ve found particularly revealing? By shifting focus to these lesser-known metrics, you're not just following trends; you're setting them. Remember, in 2024, the key to sales success lies in innovation and deep insights. #SalesInnovation #FutureOfSales #TechTrends2024 #UnconventionalMetrics #B2BStrategy

Sales is a numbers game. But NOT in the way you think. Here are 4 key metrics I like to measure to ensure funnel efficiency. #1 Curation Rate Since we have a 100% inbound funnel, not every booked call is quality. We range between a 60-65% curation rate. Ex: 100 inbound booked calls on the calendar. We'll cancel 35 of them on average as they are not a good fit. If we are below 60%, chances are good we are OVER qualifying prospects out. If we go above 65%, we are allowing too many in and that can waste my team's time. #2 Show Up Rate We average a 90% show up rate. Ex: Out of 65 calls, we'll run 58-59 calls. We do this through automation mixed with manual touches. If we dip, it's almost a guarantee that we didn't follow the process. #3 Offer Rate This is the percentage we "make an offer" to. We average 85%. If it's either too high or low, it could mean issues with the sales or marketing process. #4 Close Rate This is how many deals we close based on how many discovery calls we run. Depending on the salesperson, it ranges from 15-43%. This tells me how efficient and effective each rep is for the entire sales process. So here's the cool part with these 4 metrics: → Gives me a clear view from COLD to CLOSED. → Helps me prioritize the biggest constraints. → Now I can go deep to find the root issues. → And find the "story" behind the data. As the saying goes: "What gets measured, gets improved."📈

Results = activity x effectiveness. How do you measure activity or effectiveness in a large sales organization? Starting this month, Outreach sellers, managers, and admins will have full analytics of their entire sales funnel - from initial outbound to revenue booked. This means understanding how sales activity converts to conversations with prospects, how conversations convert to meetings booked, how meetings convert to pipeline created, and how pipeline converts to revenue. TL;DR: this report gives you a 360° view of sales Activity and Effectiveness. You can use this report to: 1. Use data to identify specific points of bottleneck in the sales process for more targeted improvements - whether it's building lead nurturing automation, improving follow-up processes, or refining sales messaging. 2. Set more realistic goals by leveraging your own historical data, conversion rates, and rates of improvement. 3. Understand where to allocate more resources (ex: orgs that struggle to convert meetings to pipeline may benefit from additional enablement on how to hold effective demos and discovery calls). 4. Coach more effectively by comparing metrics between various teams and individual reps to scale the winning strategies of your top reps. This report is a major gap in the Sales Engagement ecosystem and I can't wait for our customers to see it live in their platforms! If you want to learn more, I'll link our May Product webinar in the comments below 👇

I recently explored a game-changing approach to sales performance—one that shifts the focus from just hitting numbers to actually understanding and improving the factors driving success. Sales teams often work under immense pressure, but what if we focused on leading indicators instead of just lagging results? Here are 10 Sales KPIs that go beyond revenue targets and help build sustainable success: 1️⃣ Lead Response Time ⏳ How fast does your team follow up with inbound leads? A delay of even 5 minutes can cut conversion rates in half. 2️⃣ Qualified Leads per Month 🔥 Not all leads are equal. Tracking qualified leads (instead of just total leads) ensures you focus on real opportunities. 3️⃣ Win Rate 🏆 How many deals are actually closing? A high volume of calls doesn’t mean much if conversions are low. 4️⃣ Average Deal Size 💰 Are you selling bigger solutions, or are deals shrinking? This metric reveals whether your value proposition is strengthening. 5️⃣ Sales Cycle Length 📅 How long does it take to close a deal? Shortening the cycle means optimizing the buyer journey and eliminating friction. 6️⃣ Customer Acquisition Cost (CAC) 💸 Are you spending more than necessary to acquire a customer? A sustainable sales process should lower CAC over time. 7️⃣ Customer Lifetime Value (CLV) 🤝 Are customers coming back? A high CLV means you’re selling long-term value, not just one-time deals. 8️⃣ Churn Rate ❌ Are you losing clients faster than you’re gaining them? A high churn rate signals deeper issues with customer experience or product fit. 9️⃣ Sales Productivity Metrics ⚙️ Track key activities like calls, emails, and demos per rep. Are they focusing on high-impact activities or just staying busy? 🔟 Forecast Accuracy 🔮 If projections are constantly off, there’s a disconnect between sales teams and market reality. Refining this improves strategic decision-making. 💡 Here’s the shift that caught my attention: Instead of measuring just outcomes, high-performing teams measure what drives the outcomes. Sales isn’t just about closing deals. It’s about optimizing the right behaviors, refining processes, and creating value—so revenue becomes the natural result. 🚀 Which of these KPIs do you track the most? Let’s discuss! #sales #marketing #business #sale #fashion #shopping #entrepreneur #realestate #digitalmarketing #onlineshopping #b #smallbusiness #deals #style #discount #love #branding #promo #success #forsale #cars #instagram #follow #salestips #instagood #lagos #property #motivation #socialmedia #salesalesale

Your Sales Velocity will make or break your 2024. Do you know your daily velocity? If not...you might be in trouble. The Sales Velocity Formula reveals how quickly revenue moves through your pipeline based on 4 metrics: - Number of deals - Deal size - Win rate - Sales cycle But here's the problem: Increasing number of deals is important, but it's a long-term play. Hiring, training, and marketing campaigns take time and resources. In today's market, quality > quantity. 🔑 The key is to focus on what you can immediately control TODAY (deal size, win rate, and sales cycle). Here's the game-changing insight: 🤯 Slightly improving all 3 metrics has an EXPONENTIAL impact on revenue growth. It's a strategy top-performing sales teams leverage to achieve outsized results. But understanding the true impact of these metrics on your bottom line can be hard: - "What happens if we only improve close rate or sales cycle?" - "What happens if we can improve all 3?" ✅ That's why we created a free Sales Velocity Calculator. Simply plug in your own numbers and see your potential. Link in the comments #salesvelocity #salesenablement #buyerenablement #leadershipinsights #b2bsales