Have you ever wondered what an airplane pilot does before flying their passengers from point A to point B? No matter how many years of experience they have, their routine will almost always remain the same. Before a flight, the pilot will always go through a complete and accurate checklist to make sure that everything they need is functional and available.
The usefulness of a CRM for sales people is very similar to the checklist that the pilot uses before departing. This is why it is important to have a good implementation of your CRM and to fill it out adequately with quality data. Do you think that a pilot could venture into the air with an incomplete and imprecise checklist to check before departure?
Businesses must use reliable and predictive sales KPIs to make informed decisions about their sales strategy.
These indicators should make it possible to evaluate the performance of the sales teams, diagnose potential sales problems and promote continuous progress towards achieving growth objectives.
Here are the 7 key sales performance indicators that every company must track to be effective. Note that this list is not exhaustive: other KPIs may be added, depending on the specific needs and objectives of a particular company.
In sales, there's an endless number of indicators you can follow. You need to choose the ones you want to track based on what you want to measure. Picking KPIs can get complicated because those that track results are often privileged at the expense of the ones that allow you to look ahead.
Lagging indicators help you take events into account only once they've occurred. In contrast, you measure leading indicators in real time..
Leaders must identify the indicators that will help them achieve their sales targets. Here are the KPIs you need to follow to predict your success: