How To Measure B2B Sales: Key Metrics and KPIs To Track

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1. Sales metrics and KPIs may sound like similar concepts, but they mean different things and should be approached in different ways. “Sales metrics are data points that indicate the progress in the business processes.” Metrics state facts, like “Our sales are $175,000 this month.” They are useful in assessing the company’s movement toward short-term and long-term goals.

   In Metrics

2. Metrics state facts, like “Our sales are $175,000 this month.” They are useful in assessing the company’s movement toward short-term and long-term goals. “What matters is that KPIs are specific metrics connected to company-wide goals or objectives.” KPIs are more actionable than sales metrics, and they tell a story. They are the short-term goals breakdown that you use to track the team’s performance and improve upon it month to month. Sales metrics, on the other hand, are high-level indicators that show a company’s direction and progress toward strategic goals.

   In Metrics

3. How do you pick KPIs that will make sense for your specific case? A rule of thumb is that they should align with your goals. What does success mean for your company? Imagine you have an absolutely fantastic month — how would it look? Would it mean you hit a certain number of sales or got more people in your pipeline? Or maybe some product page on your website blew up in terms of engagement? “Based on these ideals, you will define your central and secondary KPIs and know what metrics to look at.” Sales metrics vs. KPIs

   In Metrics

4. For whom: All businesses “Formula: (Total amount of time between lead creation and first response for all leads assigned / Total number of leads your team responded to)” When to track: Monthly to keep a prompt response system and to avoid overloading your reps

   In Reply response time

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