18 Sales Metrics to Track for Activity, Pipeline, & Productivity

Quoted on this wiki

Every place a page here uses this source, in the order the words come in it.

1. Calls: How many should your sales team be making per day? “Conversations: How many of the calls that are made result in productive sales conversations?” Emails: How many emails are being sent daily? Of the emails that are sent, what are the open and response rates?

   In Call dispositions and analytics

2. Put more directly, I live and die by sales performance metrics. “To establish just how productive a sales rep is, different sales metrics need to be tracked depending on the role, the product or the type of company the sales rep is selling for.” There isn't a one size fits all approach.

   In Outbound rep productivity

3. To establish just how productive a sales rep is, different sales metrics need to be tracked depending on the role, the product or the type of company the sales rep is selling for. “There isn't a one size fits all approach.” For example, I once had a target of $67k per month when selling document solutions. However, my average deal size was $14k, with a closing ratio of one in four. Therefore I had to have twenty deals on the go to hit my revenue target.

   In Outbound rep productivity

4. Put more directly, I live and die by sales performance metrics. “To establish just how productive a sales rep is, different sales metrics need to be tracked depending on the role, the product or the type of company the sales rep is selling for.” There isn't a one size fits all approach.

   In Activity-to-pipeline math

Quotes are verbatim and belong to their publishers. Where a quote has been translated, the original wording is kept below it.