The right sales metrics will tell you everything you need to know about how you are tracking toward your company's revenue objectives. For some companies it's a complex, finely tuned set of calculations, reports and charts. Others are just as successful with only a few simple ratios and percentages.
What matters most when it comes to sales metrics is what works for your company. Consider these ideas when settling on a set of metrics:
- Sales dashboards that are very labor intensive to prepare run the risk of being dropped when schedules get busy.
- Overly complicated dashboards that can't "speak for themselves" may be a challenge when shared outside the presentation room.
- Going too simple may mean missing important indicators of how your year is going.
We've seen companies with multi-billion dollar revenue quotas do just fine with three or four rock-solid metrics. We've also seen smaller organizations with under $50 million in revenue manage with the help of a sophisticated set of sales gauges. Here are some examples of sales metrics to consider for your organization. Some will be familiar; others may be new to you and may apply to your organization.
