Your sales team is working hard, but how efficient and productive are they at generating results? Knowing how to measure sales performance will help you to answer this question. With more salespeople now working remotely, which means less face-to face communication and training, it has become especially important to measure effectiveness. Here are some metrics to focus on to help ensure the success of your sales team.

How to Measure Sales Performance?

Deals Generated per Representative

Keeping track of the deals that are generated by each salesperson is one of the most important areas to focus on, whether your team works in the traditional office environment or remotely. It is also important to take a look at the number of calls it took to generate the deals and whether or not these are efficient enough and meeting quotas. If not, you will need to identify where changes need to be made.

Time Spent on Sales

Knowing how to measure sales performance includes tracking how much time is actually spent on sales. Sales reps generally don’t spend all of their time on sales. There are also administrative tasks that they need to take care of. However, too much time spent on these tasks can reduce their productivity in generating sales. Therefore, it is important to track how much time each salesperson is spending on sales activities versus other activities.

Training

Another factor that can impact sales agent performance is the effectiveness of your training. Measure how long it takes for a new team member to become a fully integrated and effective part of your sales team. Are there ways that you could improve your training to reduce its length or make it more effective? By working closely with agents during training, you can uncover areas for improvement.

Revenue Produced Per Salesperson

Even more significant than the number of deals generated per representative is the revenue produced per salesperson. Consider whether a rep is closing small or large deals. One rep may be closing a lot of smaller deals while another rep may be closing fewer deals, but larger accounts. Some salespeople may not be accustomed to closing larger accounts so you may need to give them extra training if your goal is to acquire larger clients.

Volume of Calls

The volume of calls is a metric that shows the amount of calls that reps handled in a certain amount of time. Monitor to see if each rep is meeting the expected amount of call volume. If not, find the reason for this. You may need to review the calls to see how reps could be more efficient.

Prospecting

Prospecting is where client acquisition begins, so this is an important metric to track. Each month, how many new leads are you gaining, speaking to, and following up with? It’s also important to track what channels your leads are coming from. There are many possible channels such as business events, online networking, emails, or partnerships.

How to Measure Sales Performance for Tool Usage Activity

Tracking what tools are used, how often they are used, and how they are used, can help you to evaluate the efficiency of these tools. Great tools help teams to work well together, are easy to use, and help to increase productivity and profit.

A coach can help you to meet your sales goals. Get in touch today!