{"id":2985,"date":"2018-05-09T15:30:00","date_gmt":"2018-05-09T19:30:00","guid":{"rendered":"https:\/\/primaressource.enconstruction.website\/7-sales-kpis-all-companies-should-monitor\/"},"modified":"2023-04-18T13:11:08","modified_gmt":"2023-04-18T17:11:08","slug":"7-sales-kpis-all-companies-should-monitor","status":"publish","type":"post","link":"https:\/\/blog.primaressource.com\/en\/7-sales-kpis-all-companies-should-monitor\/","title":{"rendered":"7 Sales KPIs All Companies Should Monitor"},"content":{"rendered":"
\"7<\/div>\n

Businesses must use reliable and predictive sales KPIs<\/strong> to make informed decisions about their sales strategy.<\/p>\n

These indicators should make it possible to evaluate the performance of the sales teams, diagnose potential sales problems<\/a> and promote continuous progress towards achieving growth objectives.<\/p>\n

Here are the 7 key sales performance indicators<\/a> that every company must track to be effective. Note that this list is not exhaustive: other KPIs may be added, depending on the specific needs and objectives of a particular company.<\/p>\n

<\/p>\n

Gross Profit<\/span><\/h2>\n

Gross profit is the best indicator to evaluate the sales team\u2019s performance<\/a>. <\/strong><\/p>\n

In addition to measuring what the latter generates as profit, it demonstrates the real value of sales. It\u2019s the value of a deal, and not the price, which impacts the company\u2019s profitability.<\/p>\n

There are several ways to increase revenue without increasing profitability. By granting significant discounts, for example. Gross profit is therefore much more revealing than gross income.<\/p>\n

Sales Force Efficiency Ratio (Sales Labor Efficiency)<\/span><\/h2>\n

Often unknown or underestimated by business leaders, the effectiveness of the sales force is an essential financial indicator. It calculates the ratio of dollars invested in the sales force to dollars earned, regardless of the revenue growth generated by sales.<\/strong><\/p>\n

Therefore, the effectiveness of the sales force in generating cash can be reliably measured.<\/p>\n

Conversion Ratios<\/span><\/h2>\n

Conversion ratios must be measured at every step of the sales process<\/a>. Companies often only examine the closing ratio, but by focusing on just this last stage, they are ignoring relevant data seen in the more difficult steps of the sales process<\/a>. <\/strong><\/p>\n

The closing ratio is often calculated based on parameters that differ from one company to another. Some companies obtain it by dividing the number of meetings by the number of sales, while others divide the number of proposals by the number of sales.<\/p>\n

The Value of the Average Sale<\/span><\/h2>\n

It\u2019s necessary to know the value of an average sale or the average value generated by an account. Even if the gap between sales varies enormously, the average value to target<\/a> must be identified. <\/strong><\/p>\n

Attrition Rate and Churn<\/span><\/h2>\n

The attrition rate measures the ratio of lost sales to total sales, while the churn portion indicates the percentage of sales that are not renewed.<\/p>\n

These two indicators show the revenue needed to offset losses<\/strong> that are caused by customer attrition and non-recurring sales.<\/p>\n

The Quantity and Value of Opportunities in the Pipeline<\/span><\/h2>\n

The number of opportunities in the sales pipeline and the cash value are two separate indicators that must be measured independently.<\/p>\n

Also, the total value of the pipeline, divided by the number of opportunities, provides the average value of an opportunity within the pipeline.<\/p>\n

This new indicator provides insight into the quality of the sales pipeline.<\/strong><\/p>\n

Number of Meetings per Week<\/span><\/h2>\n

For many companies, the logistics required to record the number of calls and the duration of conversations between representatives and prospects makes little sense.<\/p>\n

However, compiling the number of weekly meetings that sales representatives have with potential customers provides a good indication of the sales team\u2019s activities<\/strong>.<\/p>\n

Tools to Monitor Performance Indicators<\/span><\/h2>\n

No single tool can monitor all these indicators.<\/p>\n

Gross profit, sales force efficiency ratio and average sales value are generally available in the company\u2019s accounting system.<\/p>\n

As for the number of weekly meetings for each sales representative; these will be listed directly in their respective calendars and CRM.<\/p>\n

Monitoring other indicators, such as conversion rates, requires the implementation of an appropriate sales process and CRM.<\/p>\n

<\/a><\/span><\/span><\/p>\n","protected":false},"excerpt":{"rendered":"

Reliable and predictive sales KPIs help companies make informed decisions about their strategy. They should make it possible to evaluate the performance, diagnose potential sales problems and promote continuous progress. Here are the 7 sales KPIs that every company must track…<\/p>\n","protected":false},"author":10,"featured_media":2983,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[1],"tags":[],"class_list":["post-2985","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-non-classifiee"],"acf":[],"yoast_head":"\n7 Sales KPIs All Companies Should Monitor<\/title>\n<meta name=\"description\" content=\"Reliable and predictive sales KPIs help companies make informed decisions about their strategy. They should make it possible to evaluate the performance, diagnose potential sales problems and promote continuous progress. Here are the 7 sales KPIs that every company must track...\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/blog.primaressource.com\/en\/7-sales-kpis-all-companies-should-monitor\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"7 Sales KPIs All Companies Should Monitor\" \/>\n<meta property=\"og:description\" content=\"Reliable and predictive sales KPIs help companies make informed decisions about their strategy. They should make it possible to evaluate the performance, diagnose potential sales problems and promote continuous progress. Here are the 7 sales KPIs that every company must track...\" \/>\n<meta property=\"og:url\" content=\"https:\/\/blog.primaressource.com\/en\/7-sales-kpis-all-companies-should-monitor\/\" \/>\n<meta property=\"og:site_name\" content=\"Croissance des ventes B2B par PRIMA\" \/>\n<meta property=\"article:author\" content=\"https:\/\/www.facebook.com\/primaressource\/\" \/>\n<meta property=\"article:published_time\" content=\"2018-05-09T19:30:00+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2023-04-18T17:11:08+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2018\/08\/rawpixel-603645-unsplash-821232-edited-1.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"800\" \/>\n\t<meta property=\"og:image:height\" content=\"400\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Fr\u00e9d\u00e9ric Lucas\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@primaressource\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Fr\u00e9d\u00e9ric Lucas\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"3 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/blog.primaressource.com\/en\/7-sales-kpis-all-companies-should-monitor\/\",\"url\":\"https:\/\/blog.primaressource.com\/en\/7-sales-kpis-all-companies-should-monitor\/\",\"name\":\"7 Sales KPIs All Companies Should Monitor\",\"isPartOf\":{\"@id\":\"https:\/\/blog.primaressource.com\/en\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/blog.primaressource.com\/en\/7-sales-kpis-all-companies-should-monitor\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/blog.primaressource.com\/en\/7-sales-kpis-all-companies-should-monitor\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2018\/08\/rawpixel-603645-unsplash-821232-edited-1.jpg\",\"datePublished\":\"2018-05-09T19:30:00+00:00\",\"dateModified\":\"2023-04-18T17:11:08+00:00\",\"author\":{\"@id\":\"https:\/\/blog.primaressource.com\/en\/#\/schema\/person\/5abd35856ec37e018aa71de9159479b1\"},\"description\":\"Reliable and predictive sales KPIs help companies make informed decisions about their strategy. They should make it possible to evaluate the performance, diagnose potential sales problems and promote continuous progress. Here are the 7 sales KPIs that every company must track...\",\"breadcrumb\":{\"@id\":\"https:\/\/blog.primaressource.com\/en\/7-sales-kpis-all-companies-should-monitor\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/blog.primaressource.com\/en\/7-sales-kpis-all-companies-should-monitor\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/blog.primaressource.com\/en\/7-sales-kpis-all-companies-should-monitor\/#primaryimage\",\"url\":\"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2018\/08\/rawpixel-603645-unsplash-821232-edited-1.jpg\",\"contentUrl\":\"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2018\/08\/rawpixel-603645-unsplash-821232-edited-1.jpg\",\"width\":800,\"height\":400,\"caption\":\"7 key performance indicators for sales\"},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/blog.primaressource.com\/en\/7-sales-kpis-all-companies-should-monitor\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Accueil\",\"item\":\"https:\/\/blog.primaressource.com\/en\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"7 Sales KPIs All Companies Should Monitor\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/blog.primaressource.com\/en\/#website\",\"url\":\"https:\/\/blog.primaressource.com\/en\/\",\"name\":\"Croissance des ventes B2B par PRIMA\",\"description\":\"\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/blog.primaressource.com\/en\/?s={search_term_string}\"},\"query-input\":\"required name=search_term_string\"}],\"inLanguage\":\"en-US\"},{\"@type\":\"Person\",\"@id\":\"https:\/\/blog.primaressource.com\/en\/#\/schema\/person\/5abd35856ec37e018aa71de9159479b1\",\"name\":\"Fr\u00e9d\u00e9ric Lucas\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/blog.primaressource.com\/en\/#\/schema\/person\/image\/\",\"url\":\"https:\/\/secure.gravatar.com\/avatar\/437a2ebe38d4aab39a68f89a1a5d9753?s=96&d=mm&r=g\",\"contentUrl\":\"https:\/\/secure.gravatar.com\/avatar\/437a2ebe38d4aab39a68f89a1a5d9753?s=96&d=mm&r=g\",\"caption\":\"Fr\u00e9d\u00e9ric Lucas\"},\"description\":\"\u00c0 la barre de Prima Ressource depuis 2007, Fr\u00e9d\u00e9ric a aid\u00e9 des centaines de chefs, ex\u00e9cutifs et repr\u00e9sentants \u00e0 atteindre leurs objectifs et \u00e0 viser plus haut. Les clients reconnaissent Fr\u00e9d\u00e9ric comme la personne qui leur dit ce qu'ils ont besoin d'entendre, et non ce qu'ils veulent entendre. Ils attachent de la valeur \u00e0 l'\u00e9tendue de son expertise, \u00e0 la science qui soutient le cadre de son travail et \u00e0 la pr\u00e9dictivit\u00e9 de ses observations et conseils.\",\"sameAs\":[\"https:\/\/www.facebook.com\/primaressource\/\",\"http:\/\/www.linkedin.com\/in\/primaressource\/fr\",\"https:\/\/x.com\/primaressource\"],\"url\":\"https:\/\/blog.primaressource.com\/en\/author\/frederic-lucas\/\"}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"7 Sales KPIs All Companies Should Monitor","description":"Reliable and predictive sales KPIs help companies make informed decisions about their strategy. They should make it possible to evaluate the performance, diagnose potential sales problems and promote continuous progress. Here are the 7 sales KPIs that every company must track...","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/blog.primaressource.com\/en\/7-sales-kpis-all-companies-should-monitor\/","og_locale":"en_US","og_type":"article","og_title":"7 Sales KPIs All Companies Should Monitor","og_description":"Reliable and predictive sales KPIs help companies make informed decisions about their strategy. They should make it possible to evaluate the performance, diagnose potential sales problems and promote continuous progress. Here are the 7 sales KPIs that every company must track...","og_url":"https:\/\/blog.primaressource.com\/en\/7-sales-kpis-all-companies-should-monitor\/","og_site_name":"Croissance des ventes B2B par PRIMA","article_author":"https:\/\/www.facebook.com\/primaressource\/","article_published_time":"2018-05-09T19:30:00+00:00","article_modified_time":"2023-04-18T17:11:08+00:00","og_image":[{"width":800,"height":400,"url":"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2018\/08\/rawpixel-603645-unsplash-821232-edited-1.jpg","type":"image\/jpeg"}],"author":"Fr\u00e9d\u00e9ric Lucas","twitter_card":"summary_large_image","twitter_creator":"@primaressource","twitter_misc":{"Written by":"Fr\u00e9d\u00e9ric Lucas","Est. reading time":"3 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"WebPage","@id":"https:\/\/blog.primaressource.com\/en\/7-sales-kpis-all-companies-should-monitor\/","url":"https:\/\/blog.primaressource.com\/en\/7-sales-kpis-all-companies-should-monitor\/","name":"7 Sales KPIs All Companies Should Monitor","isPartOf":{"@id":"https:\/\/blog.primaressource.com\/en\/#website"},"primaryImageOfPage":{"@id":"https:\/\/blog.primaressource.com\/en\/7-sales-kpis-all-companies-should-monitor\/#primaryimage"},"image":{"@id":"https:\/\/blog.primaressource.com\/en\/7-sales-kpis-all-companies-should-monitor\/#primaryimage"},"thumbnailUrl":"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2018\/08\/rawpixel-603645-unsplash-821232-edited-1.jpg","datePublished":"2018-05-09T19:30:00+00:00","dateModified":"2023-04-18T17:11:08+00:00","author":{"@id":"https:\/\/blog.primaressource.com\/en\/#\/schema\/person\/5abd35856ec37e018aa71de9159479b1"},"description":"Reliable and predictive sales KPIs help companies make informed decisions about their strategy. They should make it possible to evaluate the performance, diagnose potential sales problems and promote continuous progress. Here are the 7 sales KPIs that every company must track...","breadcrumb":{"@id":"https:\/\/blog.primaressource.com\/en\/7-sales-kpis-all-companies-should-monitor\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/blog.primaressource.com\/en\/7-sales-kpis-all-companies-should-monitor\/"]}]},{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/blog.primaressource.com\/en\/7-sales-kpis-all-companies-should-monitor\/#primaryimage","url":"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2018\/08\/rawpixel-603645-unsplash-821232-edited-1.jpg","contentUrl":"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2018\/08\/rawpixel-603645-unsplash-821232-edited-1.jpg","width":800,"height":400,"caption":"7 key performance indicators for sales"},{"@type":"BreadcrumbList","@id":"https:\/\/blog.primaressource.com\/en\/7-sales-kpis-all-companies-should-monitor\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Accueil","item":"https:\/\/blog.primaressource.com\/en\/"},{"@type":"ListItem","position":2,"name":"7 Sales KPIs All Companies Should Monitor"}]},{"@type":"WebSite","@id":"https:\/\/blog.primaressource.com\/en\/#website","url":"https:\/\/blog.primaressource.com\/en\/","name":"Croissance des ventes B2B par PRIMA","description":"","potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/blog.primaressource.com\/en\/?s={search_term_string}"},"query-input":"required name=search_term_string"}],"inLanguage":"en-US"},{"@type":"Person","@id":"https:\/\/blog.primaressource.com\/en\/#\/schema\/person\/5abd35856ec37e018aa71de9159479b1","name":"Fr\u00e9d\u00e9ric Lucas","image":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/blog.primaressource.com\/en\/#\/schema\/person\/image\/","url":"https:\/\/secure.gravatar.com\/avatar\/437a2ebe38d4aab39a68f89a1a5d9753?s=96&d=mm&r=g","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/437a2ebe38d4aab39a68f89a1a5d9753?s=96&d=mm&r=g","caption":"Fr\u00e9d\u00e9ric Lucas"},"description":"\u00c0 la barre de Prima Ressource depuis 2007, Fr\u00e9d\u00e9ric a aid\u00e9 des centaines de chefs, ex\u00e9cutifs et repr\u00e9sentants \u00e0 atteindre leurs objectifs et \u00e0 viser plus haut. Les clients reconnaissent Fr\u00e9d\u00e9ric comme la personne qui leur dit ce qu'ils ont besoin d'entendre, et non ce qu'ils veulent entendre. Ils attachent de la valeur \u00e0 l'\u00e9tendue de son expertise, \u00e0 la science qui soutient le cadre de son travail et \u00e0 la pr\u00e9dictivit\u00e9 de ses observations et conseils.","sameAs":["https:\/\/www.facebook.com\/primaressource\/","http:\/\/www.linkedin.com\/in\/primaressource\/fr","https:\/\/x.com\/primaressource"],"url":"https:\/\/blog.primaressource.com\/en\/author\/frederic-lucas\/"}]}},"_links":{"self":[{"href":"https:\/\/blog.primaressource.com\/en\/wp-json\/wp\/v2\/posts\/2985"}],"collection":[{"href":"https:\/\/blog.primaressource.com\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/blog.primaressource.com\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/blog.primaressource.com\/en\/wp-json\/wp\/v2\/users\/10"}],"replies":[{"embeddable":true,"href":"https:\/\/blog.primaressource.com\/en\/wp-json\/wp\/v2\/comments?post=2985"}],"version-history":[{"count":2,"href":"https:\/\/blog.primaressource.com\/en\/wp-json\/wp\/v2\/posts\/2985\/revisions"}],"predecessor-version":[{"id":8794,"href":"https:\/\/blog.primaressource.com\/en\/wp-json\/wp\/v2\/posts\/2985\/revisions\/8794"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/blog.primaressource.com\/en\/wp-json\/wp\/v2\/media\/2983"}],"wp:attachment":[{"href":"https:\/\/blog.primaressource.com\/en\/wp-json\/wp\/v2\/media?parent=2985"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/blog.primaressource.com\/en\/wp-json\/wp\/v2\/categories?post=2985"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/blog.primaressource.com\/en\/wp-json\/wp\/v2\/tags?post=2985"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}