Sales Analytics – 3 important metrics to track.
- Lead Scores: Score your leads on a scale of 1 to 100. Potential buyers with fewer than 65 points are “prospects”; potential buyers with more than 65 points are “leads”. The higher the number of points, the hotter the lead.
- Lead Conversion Metrics: What percentage of new leads (referral, inbound, website, advertisement, outbound) turn into qualified opportunities? What percentage of these qualified opportunities convert to closed deals?
- Pipeline Metrics: How much new pipeline opportunities (in dollars) are you generating every month? What percentage of pipeline opportunities are from proven campaigns, cold calling or other sales techniques you deploy?