The 5 Most Important Sales Performance Metrics Every Rep and Manager Should Track

As a sales manager or leader, your problem probably isn’t too little data. It’s too much data.

After all, with the latest tools we can measure everything -- and we do. From the percentage of reps using your CRM and cohort retention rate to average time to hire and sales velocity, there’s a nearly endless list of metrics, reports, and data points.

Let’s be honest: It’s overwhelming. And when you’re overwhelmed, you can’t analyze the data, interpret it, and make a smart decision.

So what’s the solution? Narrowing your focus. Rather than tracking everything, track the most important things. Not only will it be easier to understand the trends and their significance, you can execute on your analysis more quickly.
The “right” metrics depend on your sales organization, industry, and company. However, these five metrics tend to be important for sales leaders across the board.

The Most Important Sales Performance Metrics

Percentage of sales team hitting quota
Average deal size
Conversion/win rate
Revenue
Sales funnel leakage