Open Mobile Menu Close Mobile Menu

How to Measure Sales Success

By Troy Wilson
2 minute read
⚠️ Disclaimer: While every effort has been made to ensure that the information contained in this article is accurate, neither its authors nor Aged Lead Store accepts responsibility for any errors or omissions. The content of this article is for general information only, and is not intended to constitute or be relied upon as legal advice.
A carpenters' ruler with centimetre divisions
Image via Wikipedia

What is sales success? That is probably a pretty easy question for you. Did we get the deal or not? Right, but often our sales process breaks down because we don’t know how to get there.

Sales happen even in the worse sales organizations and with bad sales processes. However, the difference between sales and sales success is all about building measurements and improving the process.

Are Your Sales Accidental?

Often times sales organizations manage to survive on the “accidental tourist” sales process. This means sales happen, but there is little or no explanation as to how they happen. These are sales that pop-out occasionally based on sales activities. Unfortunately, there is often little tracking of the process that got you to a closing.

A system of statuses and measurements can help to fix this disconnect.


Do You Have a Measurement System?

Measuring your sales activities can accomplish two important objectives in improving your sales performance. It can help you answer two important questions:

  • What got you to this performance level?
  • What can be adjusted to get you to the next level?

Tracking metrics will help you see progress and forward momentum. It also allows you to insert metrics and build benchmarks. These elements will give you a measurement system on which to build a consistent sales process. A sales process that you can improve.

Are You Continually Improving?

Once your measurement system is in place–it is time to look for opportunity. By reviewing your tracking, metrics, and benchmarks you will see opportunities to improve the process. Changing the order of an email or phone call, tweaking a script, or segmenting leads for a different product pitch can make dramatic results in pull-through on leads.

Measuring will improve your sales output and top-line revenue!

Reblog this post [with Zemanta]
How to Use Aged Leads in Your Overall Sales and Marketing Plan
How to Use Aged Leads in Your Overall Sales and Marketing Plan
Learn how to increase lead flow, improve lead quality, and make more sales with help from Aged Lead Store.
Troy Wilson

About Troy Wilson

Troy is the CEO and founder of Aged Lead Store. He has been in the lead generation industry for over two decades. His blog posts focus on how to refine your sales process and get the most out of your insurance leads, mortgage leads, and solar leads.

Further Reading