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The quickstart guide to tracking sales data

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The quickstart guide to tracking sales data

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If you want to succeed in sales, you need to start tracking your data. Learn about the three sales metrics you should be tracking, and how to use those metrics to optimize your sales funnel.

If you want to succeed in sales, you need to start tracking your data. Learn about the three sales metrics you should be tracking, and how to use those metrics to optimize your sales funnel.

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The quickstart guide to tracking sales data

  1. 1. The Quickstart Guide to Tracking Sales Data
  2. 2. Tracking sales data is a lot like dieting… You know you should do it You know it’s good for you You might even know how to do it But do you? Probably not.
  3. 3. Tracking your sales data isn’t hard Activity | Quality | Conversion You only need to worry about these three metrics:
  4. 4. Activity How many cold calls did you make? How many cold emails did you send? How many storefronts did you visit?
  5. 5. Activity Knowing your activity will help you track where your time is being invested
  6. 6. Quality How many decision-makers did you reach? How many of them were qualified for your product?
  7. 7. Quality Use this to determine whether you’re pursuing the right prospects and to test the quality of your lead list.
  8. 8. Conversion How many qualified decision-makers moved on to the next step? (Demos, trials, call backs, purchases, etc…)
  9. 9. Conversion The conversion metric highlights the strengths and weaknesses of your pitch and close
  10. 10. Okay, but how do you use your sales data? Here are three examples of how you can use sales data to identify and solve sales problems
  11. 11. Example one: Low reach rates Activity: 100 cold calls Quality: Reached two (2%), qualified two (100%) Conversion: Closed one (50%) Where’s the problem?
  12. 12. Example one: Low reach rates Although you have a qualification rate of 100% and a conversion rate of 50%, you’re only reaching 2% of the prospects you call.
  13. 13. Example one: Low reach rates For a solution, you might consider: • Calling at different times • Visiting storefronts in person • Sending cold emails
  14. 14. Example two: Low qualification rates Activity: 100 cold calls Quality: Reached 15 (15%), qualified two (13%) Conversion: Closed one (50%) Where’s the problem?
  15. 15. Example two: Low qualification rates Although your reach rate is better and your close rate is still acceptable, almost none of the leads you are calling are qualified for your product.
  16. 16. Example two: Low qualification rates For a solution, you might consider: • Revising your customer profile • Buying a new lead list • Exploring inbound sales opportunities
  17. 17. Example three: Low conversion rates Activity: 100 cold calls Quality: Reached 15 (15%), qualified ten (66%) Conversion: Closed one (10%) Where’s the problem?
  18. 18. Example three: Low conversion rates Your reach and qualification rates are much better, but your conversion rates are through the floor.
  19. 19. Example three: Low conversion rates For a solution, you might consider: • Using a sales script • Delegating or outsourcing sales • Finding a new career
  20. 20. Data benchmarks Use the following guidelines to benchmark the success of your sales campaigns
  21. 21. Cold calling minimum benchmarks Reach rate: 15% of total called Qualification rate: 30% of total reached Conversion rate: 50% of total qualified
  22. 22. Cold emailing minimum benchmarks Open (reach) rate: 30% of total sent Response (qualification) rate: 30% of total opened Conversion rate: 50% of total responses
  23. 23. If your sales aren’t bringing the results you want, use this flow chart and optimize from the top down.
  24. 24. Want more? Visit our blog Enroll in our free sales training program Try Close.io free for 14 days Make more deals. Close more sales.

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