12 sales metrics you need to track

One of the most important question when running a business is: Which metrics should I track?

Whether it’s about team performance, or pipeline performance, or competitor or product performance, it all takes a few metrics to keep track of to ensure business visibility.


How quickly will I achieve my goals?

Do I need to speed up my sales process?

Is their a team which needs more attention?

Is their an account that I’m losing?

Are we improving?


Metrics should be shown on a dashboard, big and visible!

So, here are 12 sales metrics that you need to show on your Sales dashboard.

Image source: SalesForce.com

Metrics include: Lead by source, Pipeline, Sales cycle, Closed opportunities, New business vs. upsell, Win/loss rate, Product gaps, Open opportunities, Open activities, Open cases, Opportunities past due and Sales by closed date.

Only 12 metrics and you are done with your sales tracking!

But,

How do I plot these?

Which visuals should I use?

How should I show sales deal stage funnel?

Which tools should I use?

You will be amazed to see how simply the metrics have been placed, the choice of visuals and the layout in this Power BI report developed by us using HubSpot CRM data.

Sales Dashboard in Power BI using HubSpot data

If you see the report here it is divided into several views:

  1. Overview report – Shows your key metrics and sales funnel. Here we track open revenue, deal owners, sales cycle time along with deal details
  2. Deal Geo analysis – Here you can clearly identify Asian regions not performing well with won rate less than 30%
  3. Deal Region analysis – Imagine an executive interested in Region level performance? This view gives a clear picture where his team needs to focus
  4. Deal Details report – Last but not the least, a detailed report to call out specific deals and work with the account owners to understand progress

The CRM source could be HubSpot, SalesForce or even Microsoft Dynamics.

The tool we have used is Microsoft Power BI to pull, model and visualize raw data.

Interested in viewing the live Power BI report?


Image source and inspiration: Sales Force