You can't improve what you don't measure

Key Metrics for Sales Management:

Sales Productivity Metrics are used to improve the productivity of the sales effort. These include factors such as, Cost of Selling, Sell Cycle Length, Close Rate, Profitability Quota Achievement, Sales Turnover, New Rep Ramp Time, and Sales / Support Ratio.

Customer Metrics measure the value of products and services. Market Position, Category Share and Repurchase Rate are important measures.

Predictability Metrics look at factors like Stock Price Stability, Sales Management Turnover and Forecast Accuracy.

Sales Process Metrics are used to implement best practices. Allocation of time to Qualification, "Selling" & Closing, Early Qualification for Good Fit, Deal fallout by Sales Cycle Step, Time to Close after Technical Selection and Teamwork fit in this category. Sales performance improvement example, based on metrics.

Channel Metrics such as Sell Through Cost, Cost of Selling, Training Effectiveness, Revenue per Partner, Revenue per Program Cost, and Ramp Rate.

Sales performance improvement example, based on metrics

Activity	Before	After
Qualifying	5%	25%
Selling	70%	60%
Closing	25%	15%

Results	Before	After
Close Rate	nominal	33%
Sell Cycle	nominal	-21%
Productivity	nominal	62%

Click Here to learn more on ways you can improve sales performance through the use of metrics.