Sales Metrics

Sales metrics refer to quantifiable performance measurements used for monitoring, reporting on, and improving critical customer acquisition, expansion, and revenue growth drivers. Metric categories include volume, efficiency, predictive, and outcome.

Effective sales metrics are consistently measured, provide actionable insights tied to objectives, and influence strategies and activities. Managers should distill the core set of sales key performance indicators (KPIs) aligned to goals versus vanity metrics.

Dashboards make KPIs and targets visible across the organization. Drilling into trends and root causes enables nuanced understanding. Year-over-year comparisons demonstrate progress. Optimizing sales processes and investments based on hard metrics accelerates growth. Used right, metrics bring invaluable focus.