The 4 Most Important Key Performance Indicators for Sales Managers

The 4 Most Important Key Performance Indicators for Sales Managers:

Four Key Performance Indicators to Track Every Month

1. Lead Flow

This is the number of new leads that are coming into the sales
department each month. Get very specific and track both the total number
of leads and also where each one came from. More and more managers are
discovering that to increase sales you don’t need more salespeople; what
you really need is more leads.

2. Number of Qualified Opportunities Created

Measure the total number of new, qualified opportunities
created in the month as well as the dollar value of each one. How can
you count a qualified opportunity? Qualified opportunities are those who
you've sent or presented a proposal focused on a need you hear about.
What doesn't count as a qualified opportunity: sending the same email to 50 people on a list.

3. Conversion Rate

The conversion rate is the number of new customers divided by the
number of qualified leads. That will tell you the rate at which your
leads become customers.

4. Booked Revenue

Here we look at the revenue numbers, but we are going to break it
down so we get the whole picture. You will want to keep track of three
things:

• New business (brand new account)
• Business that is added on to an existing contract
• Renewal business