Measuring performance is important. It’s how you know if your team is going in the right direction and identifying areas for improvement. This is especially true when it comes to sales performance, where success can be difficult to measure and there are many different factors involved. As a result, many companies struggle to find sales KPIs that accurately illustrate team performance and the impact of their efforts on the company’s revenue. However, by incorporating these sales KPIs into your sales process you can optimize your team’s results.
Customer Lifetime Value
Customer lifetime value (CLV) is the amount of revenue a company will generate from a customer over their lifetime. By identifying and tracking this number, you can gain a much clearer understanding of the overall profit of each sale. This will also help you to prioritize your strategies towards high CLV customers over low CLV ones. It may also indicate which products or services are the most profitable for your business. Knowing this number will help you to understand the true value of each customer and prioritize your efforts towards high-value customers.
Sales Cycle Length
The sales cycle length is the amount of time it takes for a lead to turn into a closed sale on your e-commerce site. This is an important metric to track as it will help you to understand the productivity of your team. It will also give you insight into exactly how long it takes to close each sale.
Your average sales cycle length could be different depending on the industry you’re in. For example, B2B companies often have longer sales cycles due to the need for more research and consideration before making a purchase. With the sales cycle length metric, you can identify any issues that might be causing a delay. You can also discover ways to shorten the sales cycle so you’re generating more revenue sooner.
Competitor Pricing
Competitor pricing is an important sales KPIs that uniquely defines your industry. It gives you insight into the pricing strategy of your competitors and the general pricing strategy for your industry. You can track competitor pricing by analyzing price changes and monitoring price changes over time. To get the most out of your strategy, you can use an e-commerce monitoring app or other software of this kind.
You should also analyze data from competitors’ websites, search engine results, and product pages. By keeping track of this data, you can identify if there are any sudden changes in pricing and how this impacts your business. By keeping tabs on competitor pricing, you can adjust your pricing as needed. This can help you to avoid being undercut and to maximize profit from each sale. It can also help you to target your pricing towards a specific customer group.
Customer Engagement
The number of leads you acquire each month might sound impressive, but if the majority of them are not ready to buy, then they are not bringing in any revenue. This metric will show you how many leads are ready to purchase and how many are progressing towards the sales cycle. It will also indicate how much effort you’re putting into generating leads and what percentage of these leads are turning into customers.
This number is important because it gives you insight into how much time and effort your team is putting into generating new leads, as well as how much time they are spending on each lead. By keeping track of customer engagement, you can identify any issues that might be causing leads to progress slowly or remain unready to purchase. You can also see ways to speed up the process and get more people ready to buy.
Close Ratio
The close ratio is a metric that shows you how many sales you are closing out of the total number of leads you are generating. This KPI can help you to identify any issues with your lead generation strategy and the number of leads you’re getting each month. It can also show you how effective your sales and marketing teams are at closing sales from these leads.
By monitoring the close ratio, you can discover ways to improve your lead generation strategy so you are generating more leads. You can also learn how to close more sales from these leads to generate more revenue for your business.
Cart Abandonment Rate
The cart abandonment rate is the percentage of shoppers who place an item in their cart and do not complete the purchase. This metric gives you insight into how many customers are abandoning their carts before completing their purchase. It can indicate that something is going wrong with your checkout process or that customers are not finding what they need.
By tracking this metric, you can see if abandoned carts are increasing or decreasing over time. You can also discover ways to reduce the number of abandoned carts and increase overall customer satisfaction. This metric is important because it illustrates customer satisfaction and the overall customer experience. It is also one of the easiest metrics to track and can help you to identify areas for improvement.
Customer Retention Rate
The customer retention rate is the percentage of existing customers who come back and make a purchase again. This tells you how many of your customers are continuing to use your product or service and how effective your sales and marketing efforts are at bringing them back again. It can also indicate if your team is using effective retention strategies to make sure customers are happy and satisfied.
By tracking this metric, you can discover if your retention rate is above or below average for your industry. You can also discover ways to improve customer retention and make sure your customers are happy and coming back again. This metric is important because it indicates customer satisfaction and retention is much cheaper than acquisition. It can help you understand the true cost of each sale and give you insight into what you can do to keep your customers happy.
Conversion Rates
Conversion rates are the percentage of people who visit your website and take a specific action. This could be purchasing a product, signing up for a mailing list, or any other type of engagement. By tracking conversion rates, you can discover what percentage of your website visitors are taking the action you want them to. This can help you to improve your website and generate more revenue.
This metric is important because it helps you to understand how effective your website is at engaging customers and delivering what they want. It can also indicate if you need to make any changes to your website or if you need to make additional improvements.
Average Cost Per Lead
The average cost per lead is the average amount you spend to acquire a lead. This metric is important because it indicates whether or not your marketing efforts are profitable. If your average cost per lead is higher than your average revenue per sale, this means you are losing money on each sale. This is because you are spending more money to acquire each sale than you are making from each sale.
Get Help Measuring Website and SEO Successes
As you can see, there are many different sales KPIs that every sales team should track. By keeping tabs on these sales KPIs, you can better understand how your sales process is working, where there are issues, and what you can do to improve. This information can help you to make strategic decisions, optimize your team’s performance, and generate more revenue for your business. At KitelyTech, we can help you with your website, SEO, and analytics processes. Call (800) 274-2908 to get started.
