Mar25
Key Performance Indicators For Sales Reps
Posted by Nick in Corporate Sales Training | 0 Comments
File under closing, process, prospecting, sale, sales, salespeople, sell, Selling, Skills, strategies, success, training
The Right Key Performance Indicators For Sales Reps Can Improve Sales Performance
By, Nick Moreno
Obviously, the top key performance indicator for sales reps is percent of quota attainment. The other key performance indicators are less important than quota attainment but nevertheless, they should also be used to measure as sales reps overall performance. Using the right key performance indicators will help you improve overall sales performance. Here are some additional key performance indicators for salespeople that you may have not been thinking about but should be considered during your evaluations.
Close Rate
Close rate is an important key performance indicator for sales reps because it brings integrity to all other numbers. What benefit is there in a sales rep that has a ton of activity and prospects, but closes very few of them? Show me a sales rep on a PIP and I’ll show you rep will poor closing skills.
Development
Self-development is a key performance indicator that should not be ignored. Salespeople need to constantly improve their sales skills through sales training.
Customer Relations
Customers can tell you a lot about a salesperson so “customer relations” is also an important key performance indicator when evaluating salespeople.
Team Contribution
Individual salespeople should contribute to the betterment of the overall team. Sales reps need to bring the right attitude to work every day and be willing to share successful sales strategies with the entire office. Therefore, “team contribution” is another key performance indicator.
Funnel Management
Sales reps need a sufficient quantity of qualified prospects in their sales funnels. Those that don’t maintain sufficient funnels need to improve their prospecting skills. These reps are also often poor at forecasting. Since they don’t have enough prospects to forecast quota attainment, they forecast based on “hope”. In addition to prospecting skills, these reps need special training on the sales process. Funnel management is a key performance indicator.
Length of Sales Cycle
Selling is a process that efficiently advances prospects until they become clients. Salespeople that are inefficient when it comes to advancing prospects need help with their sales skills.
I hope these additional key performance indicators will help you to properly evaluate a sales rep’s overall performance.
I also hope you now know more about key performance indicators for sales reps. The right key performance indicators keep sales reps on track.
To your sales success!
Nick Moreno, Sales Consultant
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