n the previous series, we wrote a lot about how important a well-designed sales process is for mint database sales. Not only does it allow you to more easily reflect the process in the CRM system, manage your team, but above all, measure the effectiveness of your sales department.
A good sales department is one in which results can not only be measured and analyzed, but even predicted.
Sales management is not just about working at the level of communication
with the sales team. It is primarily about analysis and planning of Sales management activities
based on the results generated by a well-designed CRM system. Even the most “star” sales department, without proper management and measurement of results, will not replace a well-designed process and conscious planning.
The second important element of measurement is working with the sales how to use special databases for optimizing your marketing channels team itself. How do you know that your salesperson is
working at 100% of his capacity? How do you rate whether he has achieved his target in a given month? Of course, you can say that if the sales plan is in line, everything is fine. However, this is a huge simplification,
because if you can’t see the company’s results, you can’t estimate whether that person can afford to double his work. Right?
So what is worth measuring in terms of sales? There are many sales metrics. Let’s start with the most general ones regarding the results of the sales department.
Key sales metrics: revenue generated
The most common and logical metric is of course the Sales management revenue generated collectively aqb directory and individually in a given month/period. To dig deeper into this data, it is worth measuring the revenue generated by product/service. Then, it is worth considering what part of this revenue was generated by New Business customers based on the Leads provided, and what part was generated by the company’s current customers (Key Account Management).
If we measure the revenue generated by current customers, it is also worth measuring what part of this revenue is made up of services such as Cross Selling, Upselling, Subscriptions and others.
