Sales Metrics to Boost Performance

Using sales metrics is crucial to obtain concrete data on commercial activities. They help measure team performance, make data-driven decisions, and assess the impact of implemented strategies.

What Are Sales Metrics?

Sales metrics are performance indicators, also known as KPIs (Key Performance Indicators). They quantify aspects such as number of sales, transaction value, conversion rate, and sales cycle duration.

6 Key Sales Metrics

1. Average Customer Cycle Duration: time from first contact with a lead to sale completion. Formula: average duration = sum of each customer's time / number of customers.
2. Closing Rate: percentage of leads converted into customers. Formula: closed sales / total leads.
3. Leads per Sale: number of leads needed to make a sale. Formula: total leads / total sales.
4. Sales per Seller: share of total sales per salesperson. Formula: seller's sales / total sales.
5. Customer Acquisition Cost (CAC): investment needed to acquire a customer. Formula: total marketing and sales cost / number of customers.
6. Gross Profit per Customer: profit considering CAC. Formula: average profit per customer – CAC.

Other Important Metrics

Customer satisfaction metrics are also valuable, such as:

• NPS: likelihood of customers recommending the company.
• CSAT: short-term satisfaction with products or services.
• CES: effort customers make to interact with the company.

Conclusion

With these metrics, you can turn data into actionable insights and improve your sales team's performance. Platforms like Nupedido help centralize information, track results, and optimize sales processes, ensuring sustainable business growth.