Sales Performance Tracking

Develop a Standard Sales Scorecard

Piloting a sales team requires measuring the progress of deals against the selling process, as well as the performance of individuals and territories versus their goals. To help sales and executive managers evaluate how the sales process and team are working, Stage One implements a performance measurement system that acts as a rigorous and objective scorecard.

One of the many benefits of opportunity management systems based on solid sales processes is the ability to track performance and hold people accountable. Since each of the milestones of the selling sequence is measurable, you can manage your sales team during the sales cycles, rather than reacting to poor results when it is too late for corrective action.

Sales Quotas That Motivate Teams and Reward Performance

We begin by defining a sales quota program that drives the organization to meet the revenue targets of the annual operating budget while motivating the sales people to peak performance levels. These quota programs have been proven to be effective in the past and are competitive and affordable.

Manage by Key Performance Indicators

Sales people are often judged solely on their revenue achievement in relation to their quotas. While important, results are, by definition, historical. Instead, we focus on leading indicators and real-time feedback to manage sales people. In addition, Stage One utilizes a sales person evaluation process to drive performance and accountability. These tools help build a sales force that is in control and on a steady path of continuously improving revenue results.

At the heart of this performance system are key performance indicators (KPI) tailored specifically for your business. These KPIs focus management on the efficiency and effectiveness of sales efforts and provide early warnings when the sales process or team needs closer examination. They give you the visibility to control the collaborative selling effort. Sales performance KPIs are the standard measure that hold individuals accountable for their performance.

Use Common Sales KPIs

Common key performance indicators for sales efforts include:

Revenue per salesperson
Average sale cycle
Average deal size
Sales representative turnover rate
New rep ramp-up time
Average administrative time per rep
Percent of representatives that achieve quota
Average time to close
Average price discount
Percent of accurate forecasted opportunities
Average number of calls to close deals
Average number of meetings, calls and presentations required to close deals
Win rate as percentage of total opportunities

Empower Managers with the Right Information

Measuring sales team performance with KPIs empowers sales managers to guide the behavior of sales team members and hold them accountable to the established sales process. So, instead of reacting to disappointing sales results when it is too late to affect change, managers can hold the team accountable to measurable activities known to produce results. The discipline leads to predictable, sustainable and improving revenue performance.