In order to manage their teams successfully and hit their revenue number, sales leaders must carefully measure their individual sales reps’ performances. There are many useful leading indicators and metrics to do this – such as the number of activities that each rep performs daily – but sales leaders must also dive deeper and analyze metrics such as activity efficiency ratios, historical pipeline trends, average sales cycle duration by stage and pipeline inflow and outflow. These deeper metrics provide a more comprehensive and nuanced understanding of your sales team’s performance and will help you manage sales more effectively. 

In this eBook, we will focus on the “best practices” sales metrics in three key areas – activities, sales pipeline and sales results – so that you can go beyond the surface of sales management and start digging into the metrics that truly drive performance.