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What Sales Metrics Should You Track? – The Essential List [PDF]

"What gets measured gets managed."

– Peter Drucker

Only when you have a good sense of what's going on in your organization can you decide which buttons to push to make the greatest improvements. Even small efforts to track key sales metrics can quickly drive better results.

Yet many organizations fail on this account. In their recent benchmark report, Hubspot found that 74% of companies who were falling short of their goals weren't tracking their lead or sales opportunity numbers.1

In our sales consulting work, we've seen literally hundreds of sales metrics—some important, some not so much. Of course, every company is different and no company tracks them all. The list below, however, while deliberately not exhaustive, contains the sales metrics that tend to be important for leaders to track and know.

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Click to download the PDF.


Not all of the sales metrics in the list are going to be important for you to track. It's up to you to define the metrics that align with your priorities and put the process in place to track them, and we hope this guide gets you started. 

1. Aquilante, Laurie. "Demand Generation Benchmarks Report." HubSpot (2015): http://offers.hubspot.com/demand-generation-benchmarks-report

Additional Reading
5 Essentials for Managing Your Sales Organization’s Talent

Attracting and retaining top sales talent is a huge challenge for many companies.

If you want to take your sales results to the next level, your organization must have the right people in the right roles, performing at a high level day in and day out. You also need the right management team with an effective process in place to ensure this all happens.

6 Key Areas to Optimize Sales Operations

It may not be considered the most glamorous aspect of sales management, but as business and technology have evolved, it’s widely acknowledged that getting sales operations right is imperative for a smoothly run, effective sales organization. On his blog, Matt Heinz of Heinz Marketing even hails it as “THE most important and unsung hero for sales teams.”

4 Key Components of Your Sales Organization's Structure

In sales forces of any size, changing the sales organization structure is an uphill battle. Structure relates to the organization of selling at the company, including sales compensation, territory design, account and lead assignments, and more.

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