As with all the metrics I have been talking about over the last week it is not just the act of tracking metrics that is important it is the interpretation and the use of the information that is critical.
If you track metrics and you are not educating your people on how to interpret them you are missing a large piece of the value of tracking them in the first place.
You want to put careful thought into the metrics you track on your team as the simple act of measuring and reporting a number will create behavior. You want to make sure you are driving the behavior you are looking for.
The key sales metrics we find critical to track are:
- Activity – you should have a point system
- Number of new leads
- Cost per lead
- Cost per client
- 30 day pipeline
- 90 day pipeline
These numbers should be tracked closely and available for everyone to see.
We find these metrics create the sales behavior we are looking for month over month.
Josh
