The document discusses 5 key metrics for growing a sales team effectively: 1) lead trajectory and MQL growth to measure increasing lead numbers, 2) lead to opportunity conversion rate to track leads becoming opportunities, 3) sales activities ratios like call to connect and meeting to deal ratios to evaluate sales team phone effectiveness, 4) pipeline inflow and outflow to understand deals won versus lost, and 5) bookings to analyze opportunity conversions into deals. The author is Steve McKenzie, VP of Sales at InsightSquared, who provides these metrics and free sales tools to measure team growth.

1. The 5 Metrics for Growing
Your Team Effectively
Steve
McKenzie
VP
Sales,
InsightSquared
Sales
Hackers
Series
November
2014

2. Steve McKenzie
VP Sales, InsightSquared
Head of European Sales, VP Strategic Accounts at Mimecast
Passionate about small businesses
MBA from University of Cape Town

3. What are the 5 Key Metrics for Growing Your Team?
Lead
Trajectory
Lead
to
Opportunity
Conversion
Rate
Sales
AcBviBes
RaBos
Pipeline
Inflow
and
OuGlow
Bookings
Bookings
Bookings

4. Lead Trajectory and MQL Growth

5. Are We Growing our MQL Number?

6. Lead to Opportunity Conversion Rate Over Time

7. Where do Unqualified Leads Fall out of our Sales
Funnel?

8. Call to Connect Ratio and Meeting to Deal Ratio

9. Is My Sales Team Working the Phones Effectively?

10. Pipeline Inflow/ Outflow

11. Are We Winning More Than We Lose?

12. Analyze Your Bookings

13. Is Your Team Converting Opportunities into Deals?

14. Free Sales Tools
InsightSquared.com/free

15. Thank You!
Questions? steve@insightsquared.com
Twitter: @stevemckenzie72
Website: www.insightsquared.com