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6 CRM Stats a Sales Manager Should always Track

Sage CRM For Sales Manager
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Every business has its own objective or motto and it all boils down to growth and success. The three key elements for a successful business are Data Consistency, Flexibility & a Right Workforce. Until and unless your business lacks a well-organized data centric system, you are bound to encounter problems of data inconsistencies.

For any business to stay ahead of the curve, its people ought to embrace change and adapt new technologies or challenges. Having the right people at the right time and at the right position helps in fostering a successful business venture.

Apart from these three primary elements, another key aspect that every sales manager needs to keep a track of is Business Statistics. Yes, statistics mainly include comparisons, reviews of the performances across departments, regions and so on, which leads to three main outcomes that are high level performance, average level and the low level performance. With a basic understanding of statistics, here are six key CRM stats that sales managers should track.

  1. Percent of Quota: A deeper understanding by comparing the sales representative’s performance to identify how their current performance varies from the past.
  1. Percent of Quota through the Period: Analyzing how an individual sales representative is performing to achieve his/her quota within a dedicated period is necessary. Sage CRM provides easy to use reports and dashboards that help sales managers to get a good overview of the performance ratio through the charts and data. 

 

  1. Follow-Up Time: Scheduling follow-ups on communications such as tasks, appointments and emails is an important job of every sales rep. Communication module along with various other features such as outlook integration, ERP integration etc. has become an inherent part of CRM implementation these days. It is important for sales manager to track how sales reps are executing their follow-ups.

 

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  1. Qualification Ratings: The Enquiry/Lead module of CRM comprises of the provision where a representative or manager can identify a lead and provide ratings accordingly. Analysis of how individual representative rates the leads and comparing the average of an individual representative against all the other representatives based on the enquiries/leads logged as well as rated by them in CRM is helpful. 

 

  1. Sales Pipeline Accuracy: CRM’s forecast module helps in capturing monthly or yearly forecast quota values of every sales representative. Each rep can thereby manage their pipeline projections. When verifying the actual sales quota, the projection and the actual achieved target, the sales manager can get a clear idea of the deals logged by individual rep through sales pipeline. This ultimately helps the manager to compare the average performance of a sales representative with other sales representative.

  

  1. Competitive Losses: Sage CRM binds all the data indicating who won the deal at the prospect level, whose opportunity was marked as Lost and so on. Sales managers can retrieve several statistics from this data thereby getting a clear view for all the below queries:

 

– Which competitors are taking what percentage of business?

– Change in loss ratio over time

– Are multiple sales representatives losing to the same competitor?

– Did any sales representative outrun others to win against a particular competitor?

A sales manager should always track these six crucial stats. And, a CRM software makes it easy for both sales reps and managers to achieve this. To know how a Sage CRM software can help your sales managers and reps, contact us here. You can also SMS SAGE to 56767 or drop us a mail at sales@sagesoftware,co.in for free demo and consultation.

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