177 Easy to Use Sales Metrics
posted by John Spacey, July 01, 2011To say that sales metrics are critically important is a understatement. Failure to measure — or measuring the wrong things can sabotage your revenue, margins, cost efficiency and reputation.
Metrics provide critical information to decision makers. They also have the power to motivate your marketing and sales teams.
Sales metrics need to be tailored to your business — here are 177 examples to inspire:
Sales Metrics
1. Revenue2. Margin
3. Customer Attrition Rate
4. Revenue by Product
5. Revenue by Territory
6. High Margin Sales
Percentage of revenue over a target margin.
7. Market Share
Often broken down by product or market segment.
8. Share of Wallet
Average share of customer's budget related to your products (measures upsell potential).
9. Projected Revenue
Often sliced and diced by product, territory, market segment etc..
10. Recurring Revenue
Often measured as monthly recurring revenue (MRR).
11. Projected Margin
12. Sales P&L
Profit and loss for sales activities — often broken down by product, territory etc...
Business Development
13. Product Launch RateNumber of products successfully launched.
14. Average Time to Launch
How long does it take to launch a new product?
15. Launch Failure Rate
Percentage of new products that enter development but never successfully launch.
16. Average Launch Cost
Average cost to develop a new product.
17. Average First Year Sales
Average first year revenue of new products.
18. First Year Failure Rate
Percentage of products that are launched but have no significant sales in the first year.
19. ROI for Business Development
Return on investment for product development costs.
20. Percentage of On-time Launches
Percentage of product launches that hit scheduled milestones.
21. Budget vs. Actual
Total budget for product development vs. actual spend. May be broken down by project, product category, division etc...
22. New Products in Pipeline
Total products at all stages of business development.
23. Win Rate (new products)
The win rate (quotes and proposals) for new products.
24. Leads for New Products
Total leads generated for new products.
Campaigns
25.Click Through RatePercentage of users that click an ad.
26. Average Time Per Visit
After clicking on an ad — how long do users stay on the site?
27. Number of Reply Cards
How many reply cards does the campaign generate? Reply cards are typically used to generate leads.
28. Campaign ROI
29. Campaign Revenue
30. Coupon Redemptions
31. Web Traffic
Page views for a campaign.
32. Conversion Rate
Percentage of visitors who buy something.
33. Number of Qualified Leads
34. Cost Per Qualified Lead
35. Number of Purchases
The number of purchases directly related to the campaign.
36. Campaign Sales Margin
Margin for sales directly related to the campaign.
Loyalty Management
37.Lifetime Customer ValueEstimated present value of a customer. What is a customer worth?
38. Customer Loss Rate
Percentage of customers that are lost in a given period.
39. Net Promoter Rate
Percentage of customers who say they would recommend your products.
40. Share of Wallet by Customer
Estimation of how much each customer is spending on your products versus the products of competitors.
41. Win-back Rate
Measures success in winning back lost customers.
42. Percentage of Sales to Existing Customers
A key indicator for upselling and cross-selling.
43. Percentage of Renewals
What percentage of customers chose to renew at contract expiry.
44. Key Customer Engagement
How much face-time or interaction do you have with your most important customers?
45. Key Customer Share of Wallet
Share of wallet of large or strategic customers.
46. Customer Satisfaction Rate
Percentage of customers who say they are happy with your products and service.
47. Customer Visits to Website
How engaged are customers with your web presence?
48. Average Time with Customer
How much face-time or interaction do you have with customers (on average)?
49. Loyalty Program Redemptions
Tracked both as a cost and as an indicator of interest in the loyalty program.
50. Loyalty Program Membership
Total members or total active members.
51. Number of Referrals
How many new customers say they were referred?
52. Percentage Customer Survey Response
A good response rate indicates interest in the company and accuracy of results.
53. Key Customer Satisfaction Rate
54. Endorsements
How many companies are willing to endorse your company / products?
Promotion / Advertising
55.ReachHow many of your target audience are exposed to your advertising at least once in a period?
56. Frequency
The number of times your target audience is exposed to your advertising in a period.
57. Cost Per Thousand
Cost per thousand ad impressions.
58. Brand Recognition
What percentage of people are aware of your brands?
59. Ad Impressions
Total ad impressions in a period.
60. Subscribers
The number of subscribers to newsletters etc..
61. Brand Perception
Measured by survey questions designed to gauge feelings and opinions about your brands.
62. Knowledge
Measured by survey questions designed to gauge knowledge about your company / products.
63. Click Through Rate
Percentage of users who click on an ad.
64. Number of Events
Participation in conferences etc...
65. Number of Interactions
Tracking of interactions such as visitors to booths etc..
66. Website Traffic
67. Word of Mouth
Social software is making product recommendations etc.. easier to measure.
68. Ad Spend as Percentage of Revenue
Ad Spend can be compared with average industry spend etc..
69. Number of Trials
Sign-ups for free trials.
70. Brand Recognition
Recognition of brand name, logo, sound byte, slogan, offers etc..
71. Number of Followers
Number of followers (social media).
72. Social App Mentions
How many people mention your company / product in social media?
Leads
73. Cost per Qualified Lead74. Number of Leads
Often broken down by product category, territory etc..
75. Lead to Opportunity Rate
Percentage of leads that become opportunities.
76. Lead Qualification Rate
Percentage of leads that qualify.
77. Lead to Close Rate
Percentage of leads that become closed deals.
78. Average Time to Contact
The average time it takes to engage customers that become qualified leads.
79. Contact Rate
Percentage of qualified leads that have been engaged by marketing or sales.
80. Average Lead Quality
Leads are often scored as part of the qualification process — this is the average score.
81. Average Revenue Per Lead
How much revenue does the average qualified lead generate in the first year?
82. Recycled Leads
Percentage of leads that have been in the sales funnel in the past.
83. Leads by Source
The number of qualified leads from various sources.
84. Average Lead Quality by Source
Opportunities
85. Avg. Opportunity Age86. Opportunity Leakage
Opportunities are delisted for various reasons — usually because it becomes clear they are not interested in making a purchase.
87. Opportunity to Close Rate
88. Contacts Per Opportunity
Average number of contacts associated with opportunities. Contact data is critical to the sales process.
89. Quotes Per Opportunity
Average number of quotes issued per opportunity.
90. Percentage of Opportunities with Plan
How often are sales plans developed for opportunities?
91. Average Time Since Last Contact
A good way to track how aggressively opportunities are being pursued.
92. Average Face Time Per Opportunity
93. Percentage of Opportunities with Competitive Analysis
How often is a competitive analysis developed for opportunities?
94. Proposals Per Opportunity
95. Quotes Per Opportunity
96. Sales Cost Per Opportunity
97. Projected Value Of Opportunities
An estimate of total revenue for all opportunities in the funnel.
Quotes
98. Quote Win-LossWhat percentage of quotes result in a sale?
99. Number of Quotes
100. Value of Quotes
Value of quotes outstanding.
101. Average Quote Margin
Average margin of outstanding quotes.
102. Quote Turnaround Time
How long does it take to deliver a quote to a customer (on average)?
103. Quote Approval Time
How long does it take to get a quote approved (a common bottleneck in the quote process)?
104. Cost Per Quote
What does it cost to produce a quote?
105. Percentage of Formal RFQ
What percentage of quotes are the result of a formal RFQ?
106. Value of Quotes by Product
Value of quotes outstanding by product.
107. Value of Quotes by Territory
108. Average Quote Margin by Territory
109. Value of Quotes by Rep.
Proposals
110. Proposal Win-LossWin-Loss analysis may generate many metrics. At a minimum you should know your win-loss rate.
111. Number of Proposals
112. Value of Proposals
Value of proposals outstanding.
113. Average Proposal Margin
114. Proposal Turnaround Time
115. Proposal Approval Time
116. Cost Per Proposal
Often expressed as a percentage of proposal value (averaged for all proposals in a period).
117. RFP Response Rate
What percentage of RFPs are pursued?
118. Average Chance of Win
Proposal teams are asked to estimate chances of a win.
An important variable for revenue forecasts — so important that executives often want to see it. Example: The sales projection for the month is $90 million based on a average chance of win of 88%.
119. Average Proposal ROI
Return on the cost of the proposal.
120. Value of Proposals by Territory
121. Win / Loss by Reason Code
Why are you winning and losing deals?
Sales Funnel Management
122.Value of FunnelProjected value of deals in the funnel.
123. Projected Revenue
Projected revenue for a period.
124. Projected vs. Actual
How accurate were your revenue forecasts?
125. Projected Margin
126. Funnel Leakage
127. Flow Rate
Usually the average time from lead to deal.
128. Sales Trend by Territory
Percentage increase / decrease in sales by territory.
129. Margin Trend by Product
Percentage increase / decrease in margin by product category.
130. Arrival Rate
The number of new leads, opportunities, proposals etc..
131. Revenue Growth Rate
132. Sales Duration by Stage
Flow rate broken down by funnel stage.
133. Value of Funnel by Territory
134. Product Mix by Stage
Example: percentage of leads that are for a given product category.
135. Value of Funnel by Product
136. Sales Trend by Stage
137. Sales Trend by Product
Sales Force Management
138.Average Revenue Per Rep139. Retention Rate (top performers)
140. Incentives Paid
141. Average Workload
How many hours are sales people working?
142. Percentage of Time with Customer
How much time are sales people spending with customers?
143. Average Sales Calls Per Rep
How many sales calls happened this week?
144. Percentage of List Price Per Rep
How close are deals to the list price (broken down by sales rep)?
145. Average Ramp Time
How long does it take a new rep to achieve average results?
146. Dormant Accounts by Rep
Are reps neglecting existing accounts?
147. Percentage of Reps on Target
What percentage of reps are on target?
148. Incentive Spend as Percentage of Revenue
149. Sales by Territory
150. P&L by Territory
Profit and loss by territory.
151. Percentage of Target Achieved by Territory
152. Percentage of List Price by Territory
153. Average Closed Deals Per Rep
Sales Strategy
154. Competitive KnockoutsHow many times have deals been closed against the odds (i.e. against stronger competitors)?
155. Strategic Product Revenue
156. Strategic Customer Revenue
Revenue from strategic customers (i.e. customers with significant wallet size).
157. Sales Strategy ROI
The return on investment for a specific sales strategy. Example: ROI for launching a new product line.
158. Strategic Customer Retention
Retention rate for strategic accounts.
159. Sales Costs as a Percentage of Revenue
160. Percentage of Target Achieved
161. Percentage of Target Achieved by Region
162. Percentage of Target Achieved by Product
163. Percentage of Target Achieved by Market Segment
164. Percentage of List Price by Product
How close are deals to list prices?
165. Margin by Product
Reseller / Partner Management
166. Revenue by Partner167. Margins by Partner
168. Percentage of List Price by Partner
169. Product Mix by Partner
170. Win-Loss Rate by Partner
171. Projected Partner Sales
Projected revenue broken down by partner.
172. Projected Partner Margins
173. New Partners / Attrition
Partnerships established versus lost.
174. Cost of Incentives
Cost of partner incentives (often expressed as a percentage of revenue).
175. Percentage Target Achieved by Partner
176. Sales Trend by Partner
Percentage increase / decrease in revenue broken down by partner.
177. Customer Satisfaction by Partner
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