Key performance indicators every successful salesperson must measure
Key performance indicators for sales success
Wednesday, 26 february 2025
A successful salesperson must continuously focus on improving their performance using various Key Performance Indicators (KPIs). KPIs are essential for monitoring a salesperson’s progress and success. This article highlights the key KPIs that every successful salesperson should measure. These include sales statistics, targeted marketing, sales conversion rates, return on investment, customer feedback, acquisition of new customers, retention of existing customers, customer satisfaction rates, and response time to inquiries. Measuring these indicators is crucial for tracking success and improving sales results.
Business performance can be measured for each department within a company. In this article, we focus on the sales department and how to measure its success.
Company performance is most effectively measured using Key Performance Indicators (KPIs).
With the help of the Kabi business platform and Kabi CRM Sales, you can measure KPIs and compare them with previous years.
The key to measuring success is selecting the most relevant KPIs for your industry. Choosing the wrong KPIs can be costly, as they might present an inaccurate picture of the actual situation. To make your job easier, we have identified the essential KPIs for the sales department and sales teams that you should measure.
1. Activities
By measuring the number of activities performed by individual salespeople, you can assess their productivity and work effort. The following parameters can be measured:
- Number of calls
- Number of sent and received emails
- Number of meetings
It is important to note that these numbers alone do not tell the whole story. A high volume does not necessarily indicate high quality, nor is there always a direct correlation between them. However, they provide a solid foundation for further analysis.
2. Number of created opportunities
The number of created opportunities (or inquiries) is one of the key parameters that sales managers regularly measure.
Unlike measuring activities, created opportunities are visible in the sales funnel, making this KPI an essential factor in assessing sales productivity.
By tracking this metric, you can identify which sales campaigns are more effective and which salespeople generate the most inquiries.
It is recommended to share these insights with your sales team so they can compare their results. A little competition can motivate salespeople to strive for better outcomes.
3. Number of sent offers
To ensure that created opportunities have a tangible impact, they should be tracked alongside the number of sent offers. The number of sent offers is usually lower than the number of created opportunities since not every inquiry results in an offer. An offer is only sent when the customer inquiry is well-defined, and the salesperson knows they can provide the right product or service to meet the customer’s needs.
5. New customer rate
The new customer rate indicates how many potential new customer inquiries were successfully converted into actual customers. This KPI helps determine how many new customers you acquired over the past year and, once again, which salespeople performed best in this area. If there are significant differences between salespeople, it is important to analyze why these variations exist. What differentiates the more successful salespeople from the less successful ones?
The five KPIs mentioned above are fundamental indicators that every company can measure. When measuring sales performance, it is always necessary to start with the basics to gain an overview before analyzing additional key indicators. Without a strong foundation, advanced KPIs cannot be effectively measured.
Kabi CRM Sales enables the efficient measurement of all five KPIs outlined above. With advanced analytics, you can quickly determine:
- How active your salespeople are
- How many inquiries they generate over a specific period
- How many offers they send
- How successful they are
- How many new customers they acquire
Within the analytics dashboard, you can track both aggregated data and data for individual salespeople and activities.
If you want to measure and improve your sales performance while maintaining constant insight into sales activities, Kabi CRM Sales is the solution that makes it possible.
