Key Metrics for Tracking and Predicting Sales Performance

Source: Rain Today

In this article, Ken Thoreson, president of Acumen Management Group Ltd., outlines key metrics firms can use to measure the effectiveness of their sales teams:

• Forecast accuracy percentage, by salesperson
• Dollar value of pipeline – and number of opportunities – by stage
• Ratio of pipeline dollar value to future monthly quotas
• Actual sales activity compared to established standards
• Average order value
• Win-loss rate percentages, by salesperson

Thoreson also lists 14 additional metrics firms can use, as well as several “leading indicators” that can help firms predict future revenues and spot negative trends.

For the complete article, read “Pay Attention to the Numbers: Using Metrics to Improve Sales Results.”

From Rain Today, www.raintoday.com, March 9, 2011.