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Series Launch: How to Track, Forecast, Measure and Optimize Your Sales Performance

Ever started your work day with a nauseating feeling of foreboding disaster?

Almost everyone with a sales quota knows this feeling.

You gotta hit those targets or you start losing money. If this happens month-on-month, you could even lose your job.

Even the most experienced salespeople feel the constant pressure of delivering results.

But the best in the business know that focusing on the right process will deliver the best possible result.

The activities you complete are in your control. The revenue you generate is not.

You need to do whatever you possibly can to develop the most effective sales process - then you need to keep constantly, exhaustively, obsessively optimize this process to maximize that all-important monthly revenue figure.

Sales performance management demands the development of quality sales tracking, forecasting, and reporting to continually optimize and refine your process for compounding success.

That’s how you scale fast.

But How Do You Optimize Your Sales Process and Sustain Fast Growth?

Quality sales performance management demands accurate and actionable tracking, forecasting and reporting. You need to monitor your performance to find what’s working and pinpoint problems as soon as possible - or better yet - before they start ;)

This educational series is designed to teach you how to turn gut feelings and guesstimates into the kind of informed, data-backed insights that allow you to make the right decisions fast.

Sustainable success demands a repeatable sales process so that you can measure, track and analyze performance. Only then are you able to continually improve your process and close more of the right deals with the right customers.

The quest to know where the next sales and revenue will come from can easily feel like too much to handle.

For too many sales managers, diving into the data and giving your team actionable insights from it is that one item on your to-do list you just don’t have time for.

If your CRM isn’t helping you, this hurdle starts to feel like a prison fence. You can’t afford to settle for inaccurate data. Tracking, forecasting, and reporting should be simple, accurate and actionable.

We built this miniature instructional library to allow you to make it happen.

We want to help you simplify your sales measurement and reporting. So we prepared a collection of detailed guides to help you develop a foundation to continually optimize your sales process.

1. Keep Missing Targets? Here Are the Most Important Metrics You Should Track

Sales performance management is defined by your ability to set the right goals and build the best possible sales process to continually achieve these goals.

Your salespeople can only thrive with clarity around their performance and your expectations.

You need to focus on only the key metrics to track and create a simplified yet powerful system to filter the most actionable insights for each stage of the sales process.

To achieve this, you must avoid only focusing exclusively on the final result. Instead, deconstruct the sales funnel to proactively measure performance at each stage by looking at the number of deals in your pipeline, their average size, opportunity win rate by team member, and sales cycle velocity.

This guide to setting the right sales goals will help you build a solid performance management foundation.


2. How to Focus on the Right Prospects

You might be tempted to fill your pipeline with as many leads as possible; more leads means more sales, right? Not quite.

With the high pressure of sales, it's easy to get lost focusing on finding leads at the expense of closing deals. However, chasing prospects that don't match the target profile compromises not only your team's focus and success but also the long-term predictability of that customer's lifetime with your company.

Exceptionally profitable prospecting is all about dropping low-quality leads early. This guide teaches you to focus on high-probability prospects so that you can focus on scoring more of the right, loyal customers.

We also include a 4-part checklist to prequalify your leads and build a healthy pipeline.


3. How to Develop a Lead Qualification Machine

Qualifying leads is a tricky business, but you can't afford to waste valuable time on unlikely prospects.

If you have a nagging feeling that you might still be able to reel in more deals with some tweaks to your lead qualification – you are probably right.

Most sales and marketing managers hold the topic of lead qualification close to their heart. We want to help you ease that anxiety so you can confidently assess the effectiveness of your team’s efforts.

To make this happen, you'll need a high-powered lead qualification process in place.

At its best, lead qualification will combine sales automation, inbound marketing, and a team of hard-working salespeople.

The result is elevated efficiency, better follow-ups, and a move towards a higher return on investment. This 4-step guide will help you set up an effective lead qualification process in detail.


Download Your Guide to Sales Performance Measurement

The must-read guide for any sales manager trying to track, forecast and minimize risk. Learn how to scale sales with data-backed decisions.

4. How to Turn Your Reporting Data into Better, More Actionable Results

Only when you turn your CRM data into practical insights, can you improve your team's sales performance. Otherwise, it's a waste of money and everyone's time.

Luckily, there are three simple steps you can take to see sustainable improvements: automating data collection, generating actionable reports, and using insights from data to improve your sales process.

If you have data you can do nothing about, you may as well not have any data at all.

Use this step-by-step process to turn your sales reports into performance improvements.


5. How to Balance Your Sales Time Between Prospecting, Lead Nurturing, Closing and Upselling

The fast-moving nature of sales can easily make you feel spread too thin. Prospecting, lead nurturing, closing deals, onboarding, upselling, and everything in-between can create a false impression that things are going great because you and the team are constantly busy.

However, when the expected outcomes don't follow, it's easy to feel frustrated and disappointed. It's a tough gig.

To tackle this, we have a 5-step plan for you to run a hyper-focused, high-performing expert sales team that will enable you to convert deals and scale faster.


6. How to Measure and Track an Entire Team’s Collective Performance

The big picture goal of your sales team—the one that ensures everyone in the company gets their paychecks—can only be achieved if you look at the team's collective performance and not that of each salesperson on your team.

This bird's eye view helps you manage expectations for your team, reallocate resources, and discuss deeper issues that can impact your team's success as a whole.

Salespeople are also often competitive, so focusing on collective performance can strengthen unity and teamwork.

Use this five step process and the right reporting tools to work smarter with your sales team.


7. How to Measure and Improve Your Sales Team’s Soft Skills

The best salespeople aren't just productive hustlers with great negotiation skills; they also enjoy huge amounts of trust from their prospects and customers. They're also a delight to work with and be around. More specifically: they have outstanding soft skills.

Soft skills that translate into more revenue include managing relationships, communication, and teamwork, and most salespeople will naturally be better at one or two of them.

But sales performance management is all about measuring and optimizing success. So how do you performance manage soft skills?

While these skills are subjective and tricky to asses, the good news is that they can indeed be measured and taught.

Use this guide to learn how to measure and teach soft skills to your sales team and follow our advice on how to use a CRM to keep track of soft skill development.


8. How to Use Sales Tracking to Turn Your Data into Sales

Finally, the best benefit of tracking your sales team's performance is understanding what specific activities they need to complete to have the best chance of reaching the goal. It's the simplest way to optimize your performance and find sustainable sales success.

However, if the data you need in order to take action is buried in piles of numbers, it's easy to get frustrated and walk away.

The solution lies in finding a quick, clean and effortless way to keep track of what's working and what needs improvement.

Combine these specific sales metrics with automated actionable insights and be on your way to better performance and revenue growth.


Use this 8-part Sales Performance Management Series to find scalable, sustainable success

If you can develop a structured, repeatable sales process and use the right technology to minimize your administrative burden - you have yourself a clean, clear and fast way to regularly analyze your performance and optimize your process.

That's how you build your team fast, find more ideal customers, increase their lifetime value, and continually improve your sales team's performance.

With the right sales tracking and clever analysis - sustainable revenue growth is waiting to reward you.

Download Your Guide to Sales Performance Measurement

The must-read guide for any sales manager trying to track, forecast and minimize risk. Learn how to scale sales with data-backed decisions.

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