How To Monitor Sales KPIs (With Benefits and Tips)

Knowing how to monitor sales performance can help you increase company profits. Instead of reviewing sales at the end of the month, you should have a clear and consistent picture of daily sales reps’ activities. It is possible to paint a clear picture of sales activities by monitoring reps through their phones for better management.

It is your duty as a manager to ensure that the whole team is aligned with company objectives. Any stress or shortcomings must be looked after to ensure that your sales team performs at its best. A field sales monitoring app like CloudApper SalesQ can help you manage the performance of your sales reps to generate more profits.

The Step-by-Step Guide to Tracking Your Sales Team’s Collective Performance
  1. Step 1 – Set goals and expectations. …
  2. Step 2 – Plan to measure both short and long term goals. …
  3. Step 3 – Develop an up-to-date visual dashboard to consider every stage of the pipeline. …
  4. Step 4 – Work smarter, not harder.

HOW TO TRACK YOUR SALES USING EXCEL

Why is it important to monitor sales?

Monitoring sales metrics can provide you with information about how much money a sales team makes, how long they take to convert leads and other areas of sales management. Here are some tasks you can accomplish with data from sales monitoring:

Predict trends

Monitoring sales activity can help you predict how a companys customers might act in the future, allowing you to make effective plans. For example, if a sales teams monthly reports show that the team is selling an increased amount of a certain product, that might mean that this product is becoming more popular. Sales managers often share customer trends with marketing and business development teams to help them decide what to focus on in future advertising.

Perform individual and team assessments

Using data from sales monitoring reports, you can conduct performance reviews for representatives on a sales team. By looking at data trends over a long period, like six months or a year, you might see trends in a team members performance. For example, a sales representative who consistently surpasses their sales goals might be a strong candidate for a leadership position or other promotion. You can also use sales monitoring data to conduct team reviews, where you assess strengths and areas for improvement in a sales team.

Conduct professional development

Monitoring sales can help you plan a professional development program that helps sales representatives meet their goals. After performing a team assessment, you might create an improvement program based on sales monitoring data. By customizing training exercises based on the teams needs, you can keep team members engaged and provide them with useful techniques to improve their performance. For example, if a sales report for a team shows that the customer upsell rate might benefit from more training, you might lead a session about upgrading a current customers product or service.

Make staffing decisions

Trends in sales monitoring data can help you decide whether a sales team might benefit from staffing adjustments. For example, if the reports for a teams revenue and logged activity show a clear trend of growth, you might expand the team by adding one or more new representatives. You might also use sales reports to adjust team members responsibilities so they can focus on driving growth in key areas. If a certain products popularity grows over several months, you might reassign team members to provide more sales support for that product, which might increase overall revenue.

What are sales KPIs?

Sales KPIs are numerical values that show how well a sales team is achieving its objectives and are valuable tools for monitoring sales. As the primary goal of a sales team is to earn money for an organization, many sales KPIs concern revenue or customer experience. Other sales KPIs measure tasks that a sales representative performs in their daily work, which can provide additional information about their ability to meet their revenue targets. For example, the number of logged activities and the average length of customer phone calls can provide a context for a sales representatives monthly revenue.

Sales KPIs to track

The sales KPIs you monitor might depend on the industry and the organizations goals. Major KPIs, like team revenue and logged activity, apply to many industries, while others, like revenue by type, might be important to organizations that sell a range of products and services. Here are some KPIs for sales teams that you might monitor:

How to monitor sales

You can use a four-step process to track a wide range of KPIs for a sales team. Heres how to monitor sales:

1. Establish team and individual goals

For each KPI you monitor, decide on goals for both the team and individual representatives over a period of time, like a month or quarter. While a sales manager or team lead might determine certain goals, others might come from upper management. For example, the director of sales might establish a sales quota for a month-long sales event based on the companys yearly revenue goals. Team goals usually combine the individual goals of team members, which might vary based on the team members experience, pay and seniority.

2. Use reports to track performance in key areas

Many sales team leads and managers use customer relationship management (CRM) software to create reports on a wide range of KPIs using data from team members logged activities and revenue. Some CRM platforms allow you to create reports that measure multiple KPIs or use a dashboard that updates in real time to track performance easily. KPIs that focus on individual actions, like logged activity and closed deals per representative, might benefit from daily or weekly monitoring, while others, like close rate, might be more effective to track on a monthly basis.

3. Provide training for team members

Along with professional development, you might provide individual training for team members to help them develop key skills based on their performance. You can use sales monitoring reports to determine who might benefit from additional training. For example, if a weekly sales report shows that one team member is having difficulty closing deals, you might listen to several of their sales calls and develop a training guide for them. Then, you can meet with that team member and train them on how to perform an effective sales call.

4. Use results to refine goals

At the end of a month or quarter, you might review the teams performance to adjust one or more goals. For example, if every member of a sales team surpassed their quota in the past month, then you might increase that quota to encourage more sales growth. You might also consider market trends, seasonal changes and other factors when refining sales goals. For example, sales managers at landscaping firms might prepare for the busy spring season by adjusting the teams quota.

Tips for monitoring sales

Here are some strategies you can use to make your sales monitoring process effective:

Communicate goals to team members

Many sales professionals prefer to know their targets in advance so they can plan their sales strategy. You might send an email or schedule a meeting to discuss new sales quotas, allowing team members to provide feedback and ensuring the entire team understands their goals. Some CRM platforms allow you to list sales goals on team members dashboards, which can remind them of their weekly or monthly targets and measure their progress.

Meet with team members for feedback

Conducting regular meetings can allow team members to express themselves and can improve team morale and workplace satisfaction. You might have a short daily meeting or strategy call with the entire team, where you can emphasize the goals and update the team on their progress. Along with the team meeting, you might check in with individual team members on a weekly basis. In these private sessions, you can discuss the representatives performance and provide guidance.

Audit sales process regularly

To optimize a teams selling potential, you can review the sales process every month or quarter, using sales monitoring data to guide you. By looking at KPIs like the average sales cycle length and close rate, you can adjust the teams strategy and provide additional support to improve the process. For example, if a teams average sales cycle length is longer than the industry standard, you might combine a few steps in the teams sales process to streamline purchases, which might improve the customer experience.

FAQ

How do you track sales performance?

Metrics To Measure Sales Performance
  1. Time spent selling.
  2. Time spent on manual data entry.
  3. Time spent creating new content.
  4. Number of marketing collaterals utilized by sales reps.
  5. Number of sales tools utilized by each sales rep.
  6. Number of follow-ups from high-quality leads.

How do you analyze sales?

One of the best ways to monitor sales performance against targets is to use a Sales Leaderboard and displaying it on a television. Consider also setting up a Salesforce dashbord.

How do you monitor sales performance within your department?

1. Define your objective, then pick your method to analyze sales data
  1. Objective 1: Tracking the number of products or units sold.
  2. Objective 2: Better forecasting accuracy.
  3. Objective 3: Improving sales team performance.
  4. Objective 4: Finding better solutions to current challenges.

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