Most industrial distributors, reps and manufacturers track back-end KPIs, or key performance indicators, such as inventory turns, invoicing, average days payable and bookings.
But it’s just as if not more important to track front-end KPIs to get a good view on what’s coming for your business and whether you’re effectively priming the pump to meet your sales goals.
Selltis CRM can help you easily track sales-focused KPIs, including:
- Number of sales visits
- Number of new leads
- Number of new opportunities
- Number of new quotes
Consider how many opportunities you need to uncover to get one quote and how many sales visits you typically need to uncover one qualified opportunity. Then use that data and set goals for your salespeople based on your average quote size and what you need to reach your sales goal. (Remember, a sales visit is not strictly defined as in-person. It includes any meaningful touch point with prospects.)
Use dashboards for real-time feedback on how each salesperson and the full team are doing.
Learn more about how Selltis is working to bring you a 360-degree view of your data.