The vital metrics every sales team should be measuring

The Vital Metrics Every Sales
Team Should Be Measuring
@PersistIQ#MeasuringSalesMetrics@

1. Introductions & Housekeeping……………………………………..3
2. Choosing the right metrics………………………………………….5
3. How to measure your metrics correctly…………………………...13
4. How to leverage data to find insights……………………………...20
5. Biggest mistakes when trying to make sense of their data……..23
6. How to make data-driven decisions……………………………….26
7. Q&A…………………………………………………………………...32
8. Get in touch…………………………………………………………..33
@PersistIQ
Table of Contents
#MeasuringSalesMetrics@

@PersistIQ
Bob Lempke
VP of Sales, Chartio
Pouyan Salehi
CEO & Cofounder, PersistIQ

@PersistIQ
Pouyan Salehi
PersistIQ

@PersistIQ
Choosing the Right Sales Metrics
#MeasuringSalesMetrics
Of all the things one could do to ensure the success of
a sales organization, identifying, tracking,
understanding, and incentivizing reps with sales
metrics is perhaps one of the most important.
@

“An increased access to
data doesn’t always result in
an increase in sales
performance.”
(Click to tweet)

@PersistIQ
1. Look at your sales process
Process first, then tactics
It’s going to be different for each company, so
you’ll have to figure out what works best for you
Be strategic

@PersistIQ
2. Establish a “Leading vs. Lagging” Mindset
Leading Indicator: strategic steps taken to
trigger future outcomes.
What short term activity will help us
achieve our long term goals?
Examples: Calls made, emails sent,
demos booked, etc.

Lagging Indicator: The results of the effort
that came before it.
What was the outcome of the sales
activity?
Examples: total sales, margins, number of
customers, etc.
@PersistIQ
2. Establish a “Leading vs. Lagging” Mindset

@PersistIQ
3. Come Up with a Theory
Ask yourself smart questions about your
buying personas.
What are the most basic day-to-day activities
that will help your reps reach your team and
company goals?
@

@PersistIQ
4. Interview Your Reps
Ask Top Performers what they’re doing
differently and why they think they’re doing
well.
Ask your Bottom Performers what could they
improve on and why they think they’re behind.
Any theme emerge?

@PersistIQ
5. Polish Your Theory
Your main KPIs will remain the same, but
other important metrics will shift and move with
your business and the market.
It’s important that the metrics that you track
evolve with your company.
Turn this into a learning/insights engine.
@

@PersistIQ
How to measure Your Metrics Correctly
Main metrics and KPIs will look different
for every company depending on many
factors.
Start with results and move in reverse
through the pipeline.
Then back forward through the funnel and
draw correlations.
@

@PersistIQ
Possible Metrics to Measure
● Activities
● Connects
● Conversations with DMs
● Meetings booked
● Meetings happened
● Meetings converted into qualified Opportunities
● Pipeline Generated
● Opportunities (or Pipeline) Closed Won
● Opportunity Expansion
@

@PersistIQ
Be Careful
Incentives affect how reps perform.
The law of unintended consequences.

“People (and sales reps) are
motivated by incentives, so if you’re
tracking and incentivizing the wrong
metrics, you could get very
unintended outcomes.”
(Click to tweet)

@PersistIQ
Looking at the Funnel
Go as high as you need up the
funnel until you can fully understand
your business model, but don’t lose
focus on the fact that the end in
itself is revenue generated.
@

Bob Lempke

@PersistIQ
Fired Up About Actionable Data
PersistIQ has help ID what is important…
What do you do with that insight?
● How do you leverage KPI’s to WIN?
● What can go wrong?
● Best Practices in Data Driven Decisions...

@PersistIQ
How To leverage your KPIs
Make them yours…
One size does not fit all…

@PersistIQ
Differing approaches can make a huge impact…
Challenge the status quo…think differently!
Allow problems to be attacked from different angles...

@PersistIQ
● New Sales Qualified Leads by SDR and team
● Call volume and overall activity tied to SDR’s
● New MRR and ARR by week/month
● Average Selling Price (ASP)
● Net new customers
● Pipeline growth
● Ongoing Trial activity and health of each

@PersistIQ
Biggest Mistakes in Data...
Too much Data is Pushed…
The Numbers say…

@PersistIQ
No ownership…
Not my info…
Different approaches…

@PersistIQ
Data diversity...
Most Companies that are “data driven” push data to like roles…
All Sales People should make 100 calls a week…

@PersistIQ
Ideas for Data-Driven Decisions
The ones closest to decision,
should have same access to
actionable data…

@PersistIQ
After all, they are
closest to the action…

@PersistIQ
Data needs to be accurate and real time...look
forward...allow adjustments before the problem…

@PersistIQ
Rear view DATA is
never good…

@PersistIQ
Data Governance
Should be Governance…
Accessible, Visible, Useable

@PersistIQ
Summary
Make your insights your own and find a tool that allows you to do so…
Don’t assume generic data applied to all….make it yours…allow for
thought and customization...by role, by individual, by territory...
Let the people making decisions have visibility to the data that drives the
best decisions…
And use data/insights to think ahead/predict...make it real time and
adjust on the fly…not after bad things happen!!

@PersistIQ
Bob@Chartio.com Pouyan@PersistIQ.com
Get In Touch
@

@PersistIQ
PersistIQ
Want to see how PersistIQ can
help your sales team be more effective?
Let us show you!
PersistIQ.com/demo

@PersistIQ
CHARTIO
Get More Out of Your Sales Data
Learn how Chartio helps you make better business decisions.
landing.chartio.com/measuring-sales-metrics

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