Measuring Sales Rep KPIs

Measuring Sales Rep KPIs

Key Takeaways

  • Identifying KPIs for your sales reps will help you evaluate their effectiveness.
  • Making your KPIs known to your sales reps will help them self-evaluate and improve performance. This reduces the need for intervention from you and other administrators.
  • When evaluating your sales rep’s performance, your highest priority KPIs should include:
    • Opportunity-to-Win Ratio
    • Number of Appointments Booked
    • Rate of New Contacts
    • Number of Qualified Leads
    • Average Deal Size
    • Customer Lifetime Value (CLV)
    • and Monthly Revenue
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A person holds a tablet with data on it. The text reads "Using a CRM system for data organization".

The Importance of Using a CRM System For Data Organization

Without an organized client relationship management (CRM) system, prospect qualification, lead generation, and every stage of the sales cycle would be complete chaos. This is especially true if you have multiple lead generators or sales reps working those same records. It’s important for there to be a way to streamline and organize the data collected during each stage of the sales cycle. 

Having a CRM system in place is a great way to stay organized, make sure you are reaching the right prospects, capitalize on prior intelligence gathered, and make sure salespeople are not calling the same prospects simultaneously. Lastly, prospects will still remain even if the sales rep leaves. Don’t let the prospect notes disappear along with the rep! If you don’t already have a CRM system in place, consider the benefits that come with having one: 

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MarketReach is Now Hiring!

MarketReach is Hiring! Apply Here.

Join Our Team!
Learn More and Apply Online! (more…)

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10 Tips to Take Aim at Your Target Market

10 Tips to Take Aim at Your Target Market

Written by Amanda Puppo
Published in Business Brokerage Press
Who are your best clients? Wouldn’t you like to have more just like them? Most of us would. (more…)

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Coffee Service and Vending Trade Show Tricks

Coffee Service & Vending Trade Show Tricks

Trade shows are an excellent way to gather connections and make sales. However, some people think that just showing up to the trade show is good enough to get the results they want. This is not the case! (more…)

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The Ultimate Guide to Following up on Trade Show Leads

Everything You Need To Know About Following up on Trade Show Leads

Following up on your Trade Show leads is exhausting! Research done by Lynch Exhibits Inc. and In4med Corp found that:

98% of exhibitors collect sales leads at trade shows,
but less than 70% have any formalized plan or process in place for how those leads are followed up with. (more…)

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Five Steps To Kickstart Your Marketing Plan

Five Steps To Kickstart Your Marketing Plan

There are a lot of great tools to help marketers develop more effective marketing for their brands. Since 2011, Scott Brinker of (more…)

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GDPR is coming, and data management platforms are in the crosshairs

GDPR is coming, and data management platforms are in the crosshairs

Data management platforms play an increasingly important role in helping digital marketers (more…)

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4 B2B Marketing Trends You Can’t Afford to Miss in 2018

4 B2B Marketing Trends You Can’t Afford to Miss in 2018

Lack of strategy is the primary reasons why content initiatives fail.
The new year is coming fast, and the best way to prepare — and stay ahead of your competitors — is to anticipate upcoming trends in B2B marketing. Just like the previous years, marketers will have to continue to deal with tangible growth and ROI pressures in 2018 as well.  Here are four emerging marketing trends you need to integrate into your 2018 marketing plan.
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