15 Sales Metrics Every Revenue Operations Leader Should Track

Tracking sales metrics helps revenue leaders get a clear understanding of what is working in their current sales processes and what is not.?

But which sales metrics should you track? Like the answer to most complicated questions, the response to this will also be, "It depends."

Your sales metrics selection would depend on what phase of growth you’re in, the resources you have and the strategic goals you have set out for your business.

Identifying the right sales metrics will depend on the KPIs that you have decided to set for your business.

For example, if one of your strategic goals is for all your sales reps to attain their quota, you might want to track sales activity metrics such as calls made, emails sent or follow-ups.

By identifying and tracking the right sales metrics, you can:

• Improve your sales team’s overall performance by addressing the bottlenecks in your business.
• Optimize various sales processes by indicating which strategies work best.
• Explore new opportunities by highlighting under-served areas.
• Improve accountability across sales reps and sales managers.?
• Help deploy sales coaching in areas that require the most attention.
• Help your buyers and sellers be on the same page.

We have identified a list of 15 sales metrics that revenue leaders should consider tracking to unlock the potential for revenue growth.

These are:

1. Annual Recurring Revenue
2. Average Deal Size
3. Average Revenue Per User
4. Average Profit Margin
5. Win Rate
6. Conversion Rate
7. Churn Rate
8. Net Revenue Retention Percentage
9. Quota Attainment
10. Sales Cycle Length
11. Pipeline Coverage
12. Sales Activity Metrics
13. Lead Scoring
14. Customer Acquisition Cost

15. Customer Lifetime Value

Our latest blog lists down the meaning of these metrics, their formula for calculation and how you can apply it to your revenue strategy.

Take a detailed look at these metrics here.