11 Sales Metrics Every B2B Organization Should Be Tracking

This article discusses the most important B2B sales metrics to track in order to measure performance and improve sales strategies. The author emphasizes the importance of tracking both leading indicators, which predict future performance, and lagging indicators, which measure past performance. The article provides a list of metrics for each category, including:

Leading Indicators:

1. Sales activity metrics: measures the amount of sales activity, such as calls, emails, meetings, and demos
2. Pipeline metrics: measures the number and value of deals in the sales pipeline
3. Conversion rates: measures the percentage of leads that convert into opportunities or deals
4. Customer engagement metrics: measures the level of engagement and interaction with prospects and customers
5. Sales cycle length: measures the time it takes to close a deal

Lagging Indicators:

1. Revenue: measures the total revenue generated from sales
2. Profit margin: measures the profit earned from sales
3. Customer acquisition cost: measures the cost of acquiring a new customer
4. Customer lifetime value: measures the total value of a customer over their lifetime
5. Sales quota attainment: measures the percentage of sales reps who achieve their sales quota

The article concludes by stressing the importance of regularly tracking and analyzing these metrics to identify areas for improvement and make data-driven decisions.