It is impossible to benefit from strategic marketing without defining and monitoring sales indicators. Data analysis is essential to observe, monitor your strategy and evaluate results. This way, it is possible to measure the effectiveness of your actions in real time, obtain quality information, make safe, agile decisions and act accurately when necessary.
Investing in a marketing strategy without having at least the main indicators well defined is the same as shooting in the dark, since a series of obstacles remain invisible to management. It is impossible to know whether you are making mistakes or getting things right; the only certainty is the difficulty in achieving the expected results, and time and money invested in ineffective strategies.
Have you ever stopped to think about how many valuable interactions the sales department receives in a month? And in a year? To sell more and with quality, it is essential to monitor indicators, as they allow the analysis of the performance of actions and team, highlighting errors, successes and new opportunities.
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Defining sales indicators
The first step to defining the right sales special database for your business is to determine the objectives and goals of your marketing plan . Based on this, you can list the appropriate indicators to measure the development of your strategies.
Examples:
- Objective: Increase sales – Target: 20% in 30 days;
- Objective: Gain more qualified leads – Target 60% in the year 5% per month;
- Objective: Reduce the average service time – Target: 15% in 3 months;
- Objective: Improve profits – Target 45% in 1 year.
Once you have defined your objectives and goals, you will be able to determine which KPIs (Key Performance Indicators) will be used to assess your results. For those of you who are just starting out, it is important not to list too many indicators. Too many indicators mean a huge amount of information.
The result: teams with a mountain of numbers to analyze, low-accuracy reports and reduced effectiveness of actions.
Don’t take this risk, hold meetings with your teams (both leadership and employees), identify internal factors (strengths and weaknesses) and external factors (opportunities and threats) to align, together with the team, the objectives of each sector and realistic goals to achieve them. This way, it is possible to clearly identify the path to be taken to reach the desired destination.
Examples of very important KPIs for the sales team
- Number of opportunities in the pipeline;
- Conversion rate;
- Average ticket;
- Customer Acquisition Cost (CAC);
- Cancellation rate (Churn rate);
- Turnover;
- Sales cycle.
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How to monitor your business’s sales indicators
The first step in analyzing data from your cnb directory is to organize a schedule. With frequent meetings (at least every 15 days) and align with. The sales and marketing teams on the importance and need to keep the indicators always updated .
For meetings, teams, together with their leaders, need to develop performance reports. Such as a history of the evolution of indicators, with important events. Their respective dates highlighted. This way, you have at hand the entire development of your strategies. With updated numbers that are consistent with the reality of your business .