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The Importance of Sales Metrics

The Betts Team
June 14, 2016

The sales industry is driven by outreach. The more effort you put in to reaching people, understanding what they need, and finding the right solution, the more effective you’ll be. But facing a CRM system and knowing where to start can be a daunting task. That’s where metrics come in.

Metrics are a way a salesperson can see what they need to do, track what they’ve done, how well they did it, and how they should improve. It takes away the monotony of cold calling and reaching voicemails over and over, and instead puts the focus more on an individual employee’s effort. We’ve made a list of the main reasons why you should always set out metrics.


Metrics are a great tool for management. By outlining not just goals to reach, but the individual steps needed to achieve these goals, teams have a clearer path to hitting their targets. Setting realistic numbers for calls, emails, and follow-ups means that employees know what they are expected to hit daily, weekly, and monthly. Clear expectations lead to clear advancement.


Data is the best way to see your impact within a team, department, and the company as a whole. Breaking out your different responsibilities into numbers that you can track over time can show both personal and professional advancement and growth. Managers also notice improvement and prowess through metrics. Having hard data the best means to showcase your growth.


Metrics also allow you to celebrate your successes. Hitting your mark means that what you’ve been doing has been working. Especially in sales, valuing success can make or break a team’s morale. When faced with the normal slew of rejection that everyone in sales must endure, taking the time to know that you are making a difference is essential. Make sure that you know your hard work is paying off.


Lastly, metrics help you identify the areas you can improve on. Knowing where you should focus your energy on learning tips will yield much better results than just trying to be a better salesperson generally. Use your own data to your advantage. Create more success by building out the aspects of your position that you see lacking.