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

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1. 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

2. 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 Activity-to-pipeline math

3. 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

4. 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

5. Sales cycle length: How long does it take to close a deal? You may miss out on opportunities if the sales cycle is too long because the deal can stall. “Win rate: How many deals are won? If the win rate is low, it may be due to several reasons such as the quality of the leads, the sales process or the sales team itself.” Current open opportunities: How many opportunities are currently open? If this number is too high, it may mean that the sales team isn't working through the pipeline quickly enough, or if too low, there aren't enough opportunities coming from outreach efforts.

   In Win rates