Here's how you can measure sales performance using key metrics.

Aumento de receita é super importante, mas crescer com qualidade também deve ser um ponto a ser observado. Do que adianta tu crescer a receita sem ter uma continuidade? Muitas vezes uma venda mal feita entra, aumenta a receita e o churn logo vem... Precisamos tomar cuidado e fazermos vendas de forma consciente, ou porque n?o chamar de vendas consultivas...

Embora o crescimento da receita seja um indicador fundamental, é importante analisá-lo em conjunto com outros fatores para obter uma vis?o completa do desempenho das vendas. Afinal, o aumento da receita pode ser resultado de diferentes estratégias, como: Aumento do volume de vendas: Vender mais unidades de um produto ou servi?o. Aumento do ticket médio: Vender produtos ou servi?os de maior valor agregado. Expans?o para novos mercados: Alcan?ar novos clientes em diferentes segmentos ou regi?es. Melhora na reten??o de clientes: Fidelizar clientes existentes e aumentar o Lifetime Value (LTV).

A few years ago Gartner interviewed 745 C-Level Execs, asking them: "what actions do your Vendor's Account Managers take, that make you want to spend LESS with them? MORE with them?" The answers are interesting. They said: AMs that focus on things like resolving issues, helping customers get full value out of purchases, position themselves as the customer's "one throat to choke", or are aggressive in their sales approaches, get LESS spend. Conversely, 11% of the execs said they give MORE spend to AM's that: orchestrate "Many to Many Selling", and 48% give MORE spend to AM's that focus on unique, critical ways to improve the business "over time", and that illustrate ROI in every proposal. If we focus on these we'll insure Revenue Growth.

Para tener un buen análisis, desde la vista de ventas, necesitas estar seguro que marketing está atrayendo a los clientes ideales o que tu base de datos o cartera de clientes realmente represente a tu buyer persona. Analizar las tasas de conversión es clave para conocer el desempe?o de los vendedores e identificar qué etapa de tu proceso de ventas se convierte en un cuello de botella. Recuerda: Sólo lo que se mide puede mejorarse. Si no estás midiendo tu desempe?o, estás yendo a la deriva. ?Cómo analizar? # clientes (personas que realizaron alguna compra) / # leads (personas con las que interactuaste o contactaron contigo) * 100

Para otimizar a taxa de convers?o, é fundamental analisar cada etapa do funil de vendas e identificar os pontos de melhoria. Algumas sugest?es incluem: Atra??o de Leads: Defini??o do Perfil do Cliente Ideal (ICP): Compreender as necessidades, desafios e desejos do público-alvo é crucial para direcionar as estratégias de marketing e vendas. Cria??o de Conteúdo Relevante: Atrair leads qualificados através de conteúdo útil e informativo que aborde os problemas e interesses do público. Otimiza??o dos Canais de Aquisi??o: Utilizar os canais mais eficazes para alcan?ar o público-alvo, como redes sociais, SEO, eventos e parcerias estratégicas.

To raise Conversion Rates, Remember the Acronym BELLS... "B for Business Drivers" - read the annual report, what are this years C-Level "must do's"? Tie your products to these drivers! "E for Enough" - have we found "enough" reasons for them to do a deal? We can always use more! Shorter Time to Market, better resilience, competitive differentiation, Agility! We need more reasons! "L for Low" - are our contacts too "low"? Lets get higher and sell the signer! "L for Leading" are we leading, or is the customer leading? We need to "lead" and make Exec Intros, ROI, reference calls, etc. happen! And "S for Special and Specific. is our proposal unique to the customer? Or do they feel like anybody could get this deal? Make it Special and Specific"!

Understanding the Economic Impact of not acting now is the secret to shortening sales cycles. Show your customer how much it costs them to wait, and you'll get your deal faster. Are they losing customers because they don't have your products/services? How much are those customers worth? Subjecting themselves to penalties that you could help them avoid? How much could the penalties cost? Are they paying for more capacity/power/people than they need? How much could your solution save them? Show them in hard dollars, "Here's how much it's costing you every Month, Day, Hour, Minute to wait to implement my solution!" Build the deal in a manipulable spreadsheet and ask them to help you tweak it - make the deal theirs and they'll buy it now!

Average deal size represents the average revenue your company expects from each closed deal. It’s a key indicator of sales efficiency, product market fit, and customer value. Service & Product value, customer segment, pricing, target market and sales strategies are the main factors which affect the avg. deal size. The calculation is like; suppose your company generated $500,000 in revenue by closing 50 deals. The average deal size would be $10,000 per deal.Tracking the average deal size helps you make informed decisions and optimize your sales strategy!

As taxas de reten??o s?o um indicador fundamental para o sucesso a longo prazo em vendas B2B. Ao investir na experiência do cliente, em programas de fidelidade, comunica??o contínua, monitoramento da satisfa??o e resolu??o proativa de problemas, as empresas podem construir relacionamentos duradouros e lucrativos com seus clientes. O coaching de vendas desempenha um papel importante nesse processo, ajudando os vendedores a desenvolver as habilidades necessárias para construir e manter relacionamentos fortes com os clientes.

Depending on your space, sales may not be a linear process. Customer need + Solution * Price - Budget = Sale. Obviously, a made up formula. But what outside factors derail an opportunity. In med dev, we work with buying groups, hospital VACs, Surgeon Status, Hospital system regulation, Material Management, Clinical advisors and these are just a few challenges sales can be forced which can each have their influence on access. Sales always hides sins because in the end it's dollars that make revenue not metrics.