What are Sales Manager metrics?
Identifying the optimal Sales Manager metrics can be challenging, especially when everyday tasks consume your time. To help you, we've assembled a list of examples to ignite your creativity.
Copy these examples into your preferred app, or you can also use Tability to keep yourself accountable.
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Examples of Sales Manager metrics and KPIs
Metrics for Improve Channel Partner Visibility
1. Quote-to-Order Ratio
The ratio of quotes provided by channel partners that convert into actual orders
What good looks like for this metric: 20-30% is typical in the industry
Ideas to improve this metric- Enhance the training of channel partners to improve their quoting accuracy
- Provide better sales tools and materials to channel partners
- Implement CRM systems to track and analyse quoting patterns
- Offer incentives for high quote-to-order conversion
- Regularly review partner performance and provide feedback
2. Lead Time Variance
Measures the difference between promised and actual delivery times by channel partners
What good looks like for this metric: 0-10% variance is desirable
Ideas to improve this metric- Set clear expectations with channel partners regarding lead times
- Implement joint planning sessions with partners to align on lead time goals
- Use demand forecasting tools to better predict lead times
- Regularly assess and enhance supply chain logistics
- Promote transparent communication between all parties
3. Order Frequency Per Partner
Tracks the number of orders placed by each channel partner over a specific period
What good looks like for this metric: Varies depending on partner size and capacity
Ideas to improve this metric- Analyse order patterns to identify potential bottlenecks
- Foster relationships with high-frequency partners to understand their success
- Allocate resources to low-frequency partners for support and growth
- Evaluate and adjust inventory strategies based on order frequency
- Provide targeted promotions to stimulate ordering
4. Sales Cycle Time
The average time it takes for a quote to turn into a closed sale via channel partners
What good looks like for this metric: 21 days is average for the objective scenario
Ideas to improve this metric- Identify stages in the sales cycle where delays occur and address them
- Automate parts of the sales process to reduce cycle time
- Train channel partners on effective sales techniques
- Use data analytics to pinpoint areas for process improvement
- Establish collaborative goals to align efforts with partners
5. Channel Partner Satisfaction Score
Measures the level of satisfaction among channel partners regarding their business transactions
What good looks like for this metric: Scores above 80% are preferable
Ideas to improve this metric- Conduct surveys to gather feedback from partners
- Address concerns and implement changes based on feedback
- Ensure consistent and clear communication channels with partners
- Create recognition and reward programs for partners
- Invest in an easy-to-use partner portal for interactions
Metrics for Ticket Sales Performance
1. Daily Sales Volume
The total number of tickets sold each day
What good looks like for this metric: Consistently increasing towards 75% target by Week 10
Ideas to improve this metric- Launch early bird promotions
- Utilise social media marketing
- Offer group discounts
- Create an urgency with countdowns
- Collaborate with influencers
2. Sales Growth Rate
The percentage increase or decrease in ticket sales compared to the previous period
What good looks like for this metric: Aim for an increasing trend week-over-week
Ideas to improve this metric- Analyse sales data to identify trends
- Adjust marketing campaigns based on performance
- Improve online purchasing experience
- Target new customer segments
- Enhance customer retention programmes
3. Conversion Rate
The percentage of visitors to the ticket site who complete a purchase
What good looks like for this metric: Average is typically 2-3%
Ideas to improve this metric- Simplify the checkout process
- Improve website loading speed
- Add testimonials and reviews
- Use clear and compelling calls-to-action
- Offer various payment options
4. Customer Acquisition Cost (CAC)
The total cost of acquiring a new customer, calculated by dividing total marketing expenses by the number of new customers
What good looks like for this metric: Aim to keep below $30 for cost efficiency
Ideas to improve this metric- Optimise digital ad spend
- Utilise referral programmes
- Leverage email marketing
- Focus on organic SEO efforts
- Analyse and eliminate wasted spend
5. Return on Advertising Spend (ROAS)
A measure of revenue generated per dollar of advertising spent
What good looks like for this metric: A typical target is 4:1
Ideas to improve this metric- Refine audience targeting
- Continuously test ad creatives
- Focus on high-performing channels
- Monitor and adjust bids regularly
- Use retargeting strategies effectively
Metrics for Targeted Sales Material Creation
1. Sales Conversion Rate
The percentage of prospects who purchase after receiving the targeted selling materials
What good looks like for this metric: Typical benchmark values range from 2% to 5%
Ideas to improve this metric- Conduct A/B testing on different material versions
- Train reps on how to effectively use materials
- Use customer feedback to refine materials
- Enhance personalisation in selling content
- Improve call-to-action elements in materials
2. Engagement Rate
Measure how prospects interact with the selling materials, such as time spent on materials and clicks
What good looks like for this metric: A typical engagement rate benchmark is 20% to 30%
Ideas to improve this metric- Include interactive elements in the materials
- Segment material delivery based on regions
- Optimise content for mobile devices
- Use eye-catching graphics and visuals
- Update materials regularly with fresh content
3. Customer Feedback Score
Score based on customer feedback regarding the usefulness and relevance of materials
What good looks like for this metric: A good benchmark score is 4 out of 5
Ideas to improve this metric- Solicit regular feedback through surveys
- Implement a structured feedback loop
- Adjust materials based on qualitative feedback
- Establish a customer advisory board
- Ensure cultural relevance of materials
4. Regional Sales Growth
The growth in sales within a specific region after implementing targeted selling materials
What good looks like for this metric: Regional sales growth benchmark is typically 5% to 10%
Ideas to improve this metric- Customise materials to meet regional needs
- Collaborate with local teams for insights
- Localise language and cultural references
- Monitor regional sales data closely
- Adjust strategies swiftly based on results
5. Rep Satisfaction Score
The score representing satisfaction and confidence of sales reps with the materials provided
What good looks like for this metric: A benchmark score typically ranges from 70 to 80 out of 100
Ideas to improve this metric- Provide thorough introductions to new materials
- Gather feedback from reps for improvements
- Incorporate rep feedback into material design
- Offer additional training on materials usage
- Celebrate successful usage examples within teams
Metrics for Ticket Sales Analysis
1. Total Tickets Sold
Total number of tickets sold at any point during the campaign
What good looks like for this metric: 75% of total tickets by week 10
Ideas to improve this metric- Increase social media marketing
- Offer early bird discounts
- Engage influencers for promotions
- Host promotional events
- Partner with local businesses for cross-promotions
2. Weekly Ticket Sales Growth
Percentage increase in tickets sold week over week
What good looks like for this metric: 5-10% growth per week
Ideas to improve this metric- Run weekly promotions or flash sales
- Send reminder emails to potential attendees
- Highlight the event's exclusivity and benefits
- Post customer testimonials and reviews
- Utilize countdowns to create urgency
3. Average Revenue Per Ticket
Average revenue generated per ticket sold at $250
What good looks like for this metric: $250 per ticket
Ideas to improve this metric- Introduce premium ticket tiers
- Offer group booking discounts
- Bundle tickets with other products or services
- Upsell additional event experiences
- Improve the perceived value of the ticket
4. Conversion Rate
Percentage of website visitors who purchase a ticket
What good looks like for this metric: 2-5% conversion rate
Ideas to improve this metric- Optimize the checkout process
- Display clear benefits and features
- Use retargeting ads for abandoned carts
- Improve page load speed
- Provide multiple payment options
5. Customer Acquisition Cost
Total cost spent on acquiring one ticket purchaser
What good looks like for this metric: Below $50 per customer
Ideas to improve this metric- Utilize cost-effective marketing channels
- Optimize advertising campaigns
- Focus on high-converting audiences
- Engage in referral programs
- Improve customer engagement strategies
Metrics for Convert 40 dispensing doctors
1. Conversion Rate
Percentage of dispensing doctors converted to sales accounts
What good looks like for this metric: 15-20%
Ideas to improve this metric- Enhance sales presentation to highlight unique product benefits
- Offer promotions or introductory discounts to new clients
- Leverage testimonials or case studies from existing clients
- Provide comprehensive training sessions on product usage
- Develop a targeted follow-up strategy to re-engage prospects
2. Average Revenue Per Doctor
Average sales revenue generated from each converted doctor
What good looks like for this metric: $10,000 per doctor per quarter
Ideas to improve this metric- Upsell additional products and services
- Introduce loyalty or rewards programmes for high-volume purchases
- Regularly assess and adjust pricing strategies
- Build relationships to better understand doctor needs
- Provide personalised offers based on historical sales data
3. Time to Conversion
Average time taken to convert a dispensing doctor from prospect to client
What good looks like for this metric: 3 months
Ideas to improve this metric- Streamline the onboarding process
- Enhance initial communication to address potential objections early
- Identify and target high-potential prospects
- Utilise digital tools to speed up engagement
- Provide real-time support to address queries promptly
4. Customer Satisfaction Score
Measure of satisfaction level of converted doctors with products and services
What good looks like for this metric: Score above 80%
Ideas to improve this metric- Conduct regular feedback surveys
- Implement a robust support and care system for ongoing assistance
- Focus on product quality and consistency
- Engage with customers through regular health checks and touchpoints
- Provide comprehensive resources and educational materials
5. Market Share Growth
Increase in percentage of sales in specific districts attributed to these doctors
What good looks like for this metric: 5-10% growth annually
Ideas to improve this metric- Analyse competitors to identify differentiators
- Expand product offerings tailored to district-specific needs
- Align marketing efforts with local demand trends
- Focus on relationship-building with key influencers in the district
- Invest in localised advertising campaigns
Metrics for Growing retail distribution
1. Number of New Distribution Points
The total number of new retail distribution points established in a specific period due to outbound selling by customer service representatives
What good looks like for this metric: 10 new distribution points per quarter
Ideas to improve this metric- Develop a targeted list of potential stores
- Train customer service reps on sales techniques
- Offer incentives for successful partnerships
- Leverage existing customer relationships
- Utilise data to identify high-potential areas
2. Conversion Rate
The percentage of contacted stores that become active retailers
What good looks like for this metric: 20% conversion rate for outbound efforts
Ideas to improve this metric- Refine sales pitch and presentation
- Identify and address common rejection reasons
- Use testimonials or case studies
- Follow up consistently with potential clients
- Provide flexible terms or agreements
3. Customer Service Rep Productivity
Average number of new distribution points secured per customer service representative per month
What good looks like for this metric: 2 new points per rep per month
Ideas to improve this metric- Streamline contact and follow-up processes
- Set clear targets and expectations
- Use technology to enhance outreach efforts
- Provide regular training and feedback
- Encourage collaboration among team members
4. Sales Cycle Length
The average time it takes from the initial contact to the establishment of a new distribution point
What good looks like for this metric: 3-4 weeks from contact to establishment
Ideas to improve this metric- Identify and remove bottlenecks in the process
- Automate parts of the follow-up process
- Improve product or brand education materials
- Monitor and adjust outreach timing strategies
- Tailor communication to the potential client's needs
5. Revenue from New Distribution Points
The total revenue generated from the newly established distribution points
What good looks like for this metric: Increase initial revenue by 15% within 3 months
Ideas to improve this metric- Offer introductory deals to incentivise sales
- Monitor stock levels at new locations
- Provide ongoing support and promotions
- Gather feedback and adjust offerings
- Encourage repeat orders with loyalty programmes
Metrics for Relaunch Wholesale Business
1. Sales Conversion Rate
The percentage of buyers who purchase after visiting the booth. Calculated by dividing the number of purchases by the total visitors.
What good looks like for this metric: 20%
Ideas to improve this metric- Optimise booth layout for better accessibility
- Offer real-time demonstrations or samples
- Train staff for effective customer engagement
- Use targeted marketing prior to the event
- Create attractive offers or discounts
2. Customer Acquisition Cost (CAC)
The cost to acquire one new customer. Calculated by dividing the total costs of marketing and sales by the number of new customers acquired.
What good looks like for this metric: 50 USD
Ideas to improve this metric- Leverage social media marketing
- Use cost-effective digital marketing strategies
- Utilise referral programs
- Enhance customer journey mapping
- Optimise lead generation campaigns
3. Average Order Value (AOV)
The average amount spent each time a customer makes a purchase. Calculated by dividing total revenue by the number of orders.
What good looks like for this metric: 100 USD
Ideas to improve this metric- Upsell and cross-sell products
- Create bundles and package deals
- Encourage bulk purchasing
- Offer free shipping on orders over a certain value
- Enhance product descriptions and visuals
4. Customer Retention Rate
The percentage of customers who return after their first purchase. Calculated by dividing the number of repeat customers by the total number of customers.
What good looks like for this metric: 60%
Ideas to improve this metric- Implement a loyalty rewards program
- Gather and act on customer feedback
- Follow up with post-purchase engagement
- Offer personalised customer service
- Enhance communication with newsletters
5. Booth Foot Traffic
The count of visitors who physically visit the booth. Helps in gauging brand visibility and interest.
What good looks like for this metric: 1000 visitors
Ideas to improve this metric- Place eye-catching signage
- Host interactive sessions or contests
- Leverage influencers or brand ambassadors
- Create a visually appealing booth design
- Promote through event brochures or maps
Metrics for Optimising TSM Contractor Visits
1. Number of Contractor Visits
Total number of visits made by the TSM to contractors within a specific period
What good looks like for this metric: 50 visits per month
Ideas to improve this metric- Increase the frequency of visits
- Use scheduling tools for better time management
- Prioritise contractors based on business volume
- Combine visits with other nearby meetings
- Set specific visit targets for each TSM
2. Contractor Visit Satisfaction Rate
Percentage of contractors satisfied with the visits as reported in follow-up surveys
What good looks like for this metric: 85% satisfaction rate
Ideas to improve this metric- Provide training for TSM on communication skills
- Tailor visits to contractor needs
- Gather feedback after each visit
- Address contractor feedback promptly
- Offer incentives for high satisfaction ratings
3. Average Duration of Visit
The average time TSM spends on each contractor visit
What good looks like for this metric: 30 minutes per visit
Ideas to improve this metric- Plan visits with a standardized agenda
- Identify time-wasting activities
- Streamline in-visit processes
- Utilise technology for efficient information access during visits
- Review and revise the visit process regularly
4. Cost per Visit
The total cost incurred for a TSM's visit divided by the number of visits
What good looks like for this metric: $100 per visit
Ideas to improve this metric- Optimize travel routes to reduce expenses
- Use digital communication when possible
- Monitor expense reports regularly
- Negotiate travel rates with vendors
- Set travel budgets for TSMs
5. Contractor Conversion Rate
Percentage of contractors converted to clients or partners after TSM visits
What good looks like for this metric: 10% conversion rate
Ideas to improve this metric- Follow-up promptly after visits
- Provide special offers for new contractors
- Analyse visit data to identify effective strategies
- Refine sales pitch based on feedback
- Conduct role-play sessions to improve conversion skills
Metrics for Improving organisational performance
1. Employee Productivity
Measures the amount of work produced by an employee in a given time frame compared to the overall output
What good looks like for this metric: 75-100% task completion rate
Ideas to improve this metric- Set clear goals
- Provide regular feedback
- Offer training and development
- Implement time management tools
- Improve work-life balance
2. Revenue Growth Rate
Assesses the increase in income generated by the organisation over a specific period
What good looks like for this metric: 10-20% annual growth
Ideas to improve this metric- Diversify product offerings
- Expand market reach
- Enhance sales strategies
- Increase customer retention
- Optimise pricing model
3. Customer Satisfaction Score (CSAT)
Gauges customer satisfaction with products or services on a scale, typically collected through surveys
What good looks like for this metric: 75-85%
Ideas to improve this metric- Enhance product quality
- Improve customer service
- Offer personalised experiences
- Streamline purchasing process
- Regularly collect feedback
4. Net Profit Margin
Indicates the percentage of revenue that remains as profit after all expenses are deducted
What good looks like for this metric: 10-15%
Ideas to improve this metric- Reduce operating costs
- Increase pricing smartly
- Seek lower supplier rates
- Boost sales volume
- Enhance operational efficiency
5. Employee Turnover Rate
Represents the rate at which employees leave the organisation within a certain period, impacting overall performance
What good looks like for this metric: 10-15% annually
Ideas to improve this metric- Foster positive work culture
- Improve recruitment processes
- Enhance employee engagement
- Offer competitive benefits
- Conduct exit interviews
Metrics for Achieve $1M Monthly Revenue
1. Sales Conversion Rate
The percentage of visitors who purchase a course. Calculated as (Number of Purchases / Total Number of Visitors) * 100
What good looks like for this metric: 2-3%
Ideas to improve this metric- Optimise landing pages
- Enhance your sales funnel
- Offer limited-time discounts
- Improve customer trust signals
- A/B test pricing strategies
2. Monthly Traffic
The total number of visitors to your site each month. Calculated using web analytics tools like Google Analytics
What good looks like for this metric: 50,000-100,000 visits
Ideas to improve this metric- Invest in SEO
- Run targeted ad campaigns
- Collaborate with influencers
- Use content marketing
- Leverage social media platforms
3. Average Order Value (AOV)
The average amount spent each time a customer places an order. Calculated as Total Revenue / Number of Orders
What good looks like for this metric: $150-$300 USD
Ideas to improve this metric- Upsell and cross-sell products
- Bundle related products
- Implement tiered pricing
- Provide incentives for larger purchases
- Offer add-on services
4. Customer Acquisition Cost (CAC)
The cost to acquire a new customer. Calculated as Total Marketing Spend / Number of New Customers Acquired
What good looks like for this metric: $50-$150 USD
Ideas to improve this metric- Optimise marketing channels
- Increase organic traffic
- Refine target audience
- Improve ad targeting
- Enhance referral programs
5. Customer Lifetime Value (CLV)
The total revenue a business can reasonably expect from a single customer account. Calculated using metrics like average purchase value, purchase frequency, and customer lifespan
What good looks like for this metric: $500-$1000 USD
Ideas to improve this metric- Enhance customer loyalty programs
- Improve customer satisfaction
- Offer subscription models
- Foster strong customer relationships
- Personalise customer experience
Metrics for Sales and CSAT Targets
1. Sales Revenue
Total income generated from sales of courses, measured in USD
What good looks like for this metric: $50,000 per month
Ideas to improve this metric- Enhance course offerings
- Run targeted advertising campaigns
- Offer early-bird discounts
- Upsell related courses
- Optimise pricing strategy
2. Customer Satisfaction Score (CSAT)
Measures the level of satisfaction of customers, usually rated on a scale of 1-5
What good looks like for this metric: 4.0 out of 5
Ideas to improve this metric- Provide excellent customer support
- Gather and act on customer feedback
- Offer personalised learning paths
- Improve user interface and experience
- Ensure course content is high quality
3. Learner Engagement Rate
Percentage of learners actively participating in the course, calculated by dividing active participants by total enrolled
What good looks like for this metric: 60%
Ideas to improve this metric- Introduce interactive elements
- Provide regular updates and new content
- Encourage group discussions
- Use gamification techniques
- Send regular reminders and follow-ups
4. Course Completion Rate
Percentage of learners who complete the course, calculated by dividing the number of completions by the total number enrolled
What good looks like for this metric: 70%
Ideas to improve this metric- Design shorter, more manageable modules
- Set clear expectations and goals
- Offer incentives for completion
- Provide support resources
- Implement progress tracking
5. Knowledge Retention Rate
Measures how much information learners retain over time, assessed through follow-up tests
What good looks like for this metric: 75%
Ideas to improve this metric- Use varied teaching methods
- Incorporate spaced repetition
- Provide summary notes
- Offer periodic refreshers
- Encourage practical application of knowledge
Metrics for Wholesale Channel Strategy
1. Sales Volume
Represents the total quantity of products sold through the wholesale channel
What good looks like for this metric: Varies by industry; aim for consistent growth
Ideas to improve this metric- Expand product lines to meet diverse customer needs
- Enhance promotional activities to boost sales
- Strengthen relationships with existing partners
- Provide more flexible purchasing options
- Offer competitive pricing and discounts
2. Average Order Value
Measures the average dollar amount spent by customers per order
What good looks like for this metric: Varies by industry; typically between $500-$5,000
Ideas to improve this metric- Bundle products to increase order size
- Implement minimum order quantities
- Offer free shipping over a certain amount
- Develop loyalty programmes for frequent buyers
- Regularly review and adjust pricing strategies
3. Customer Lifetime Value
Estimates the total value a customer will contribute over their lifetime
What good looks like for this metric: Typically 3-5 times the acquisition cost
Ideas to improve this metric- Focus on high customer satisfaction
- Improve customer retention strategies
- Provide excellent after-sales support
- Cross-sell and upsell additional products
- Use personalised marketing campaigns
4. Customer Acquisition Cost
Calculates the cost to acquire a new customer
What good looks like for this metric: Should be a fraction of Customer Lifetime Value
Ideas to improve this metric- Optimise marketing spend
- Increase conversion rates on landing pages
- Enhance inbound marketing approaches
- Collaborate with relevant industry partners
- Leverage social media advertising
5. Channel Partner Satisfaction
Evaluates the satisfaction level of wholesale partners
What good looks like for this metric: Aim for 80% or higher satisfaction
Ideas to improve this metric- Solicit feedback regularly from partners
- Conduct training sessions to support partners
- Ensure efficient logistical support
- Foster open communication channels
- Address concerns promptly and effectively
Metrics for Monthly Sales and Demand Analysis
1. Demand Orders Growth Rate
Measures the rate at which demand orders increase or decrease compared to previous months or quarters
What good looks like for this metric: 5-10% growth month-over-month
Ideas to improve this metric- Enhance marketing campaigns
- Improve customer service
- Offer discounts or promotions
- Expand product range
- Optimize supply chain efficiency
2. Sales Cost Percentage
The proportion of sales cost relative to total revenue, indicating efficiency in converting costs to sales
What good looks like for this metric: 20-30% of total revenue
Ideas to improve this metric- Negotiate better supplier contracts
- Reduce overhead costs
- Utilise scalable sales channels
- Implement efficient inventory management
- Automate sales operations to reduce expenses
3. Quarterly Revenue Comparison
Compares total revenue earned in each quarter to identify seasonal trends and sales performance
What good looks like for this metric: Consistent growth per quarter
Ideas to improve this metric- Boost marketing during high-sales periods
- Plan product launches in high-demand seasons
- Adjust pricing strategies based on seasonality
- Increase cross-selling activities
- Evaluate and pivot based on quarterly outcomes
4. Order Fulfillment Rate
Percentage of demand orders successfully fulfilled within the expected time
What good looks like for this metric: 95-98% fulfillment rate
Ideas to improve this metric- Streamline the order processing system
- Ensure adequate stock levels
- Enhance supplier relationships
- Implement real-time tracking systems
- Train staff on efficient order handling
5. Monthly Sales Variance
Tracks variations in sales month over month to identify fluctuations and trends
What good looks like for this metric: +/- 5% variance
Ideas to improve this metric- Analyse customer feedback for insights
- Invest in demand forecasting tools
- Strengthen seasonal product offerings
- Balance promotions to smoothen sales dips
- Regularly review and adjust sales strategies
Metrics for Sales Of Existing Inventory
1. Inventory Turnover Ratio
Measures how often inventory is sold and replaced over a period. Calculated by dividing cost of goods sold by average inventory
What good looks like for this metric: 2 to 4 times per year
Ideas to improve this metric- Analyse inventory levels regularly
- Offer discounts on slow-moving products
- Optimize supply chain processes
- Increase product visibility through promotions
- Bundle products to increase sales
2. Sell-Through Rate
The percentage of inventory sold compared to the amount of inventory received. Calculated by dividing units sold by the initial inventory received
What good looks like for this metric: 80% or higher
Ideas to improve this metric- Enhance marketing efforts
- Rotate inventory displays regularly
- Improve sales staff training
- Utilize customer feedback for improvements
- Focus promotions on best-selling products
3. Gross Margin Return On Investment (GMROI)
Measures the profit a company makes on its inventory investment. Calculated by dividing gross margin by average inventory cost
What good looks like for this metric: $2 or higher
Ideas to improve this metric- Negotiate better terms with suppliers
- Improve pricing strategies
- Reduce inventory holding costs
- Focus on high-margin products
- Limit discounting on high-margin products
4. Days Sales Of Inventory (DSI)
Indicates the average time in days that a company takes to turn its inventory into sales. Lower values are better
What good looks like for this metric: 30 to 60 days
Ideas to improve this metric- Improve demand forecasting
- Implement automated inventory management systems
- Enhance supplier relationships
- Streamline supply chain processes
- Conduct regular inventory audits
5. Customer Feedback And Satisfaction Score
Measure of customer satisfaction with the existing product line, usually through surveys or reviews
What good looks like for this metric: 4 out of 5 or higher
Ideas to improve this metric- Actively solicit customer feedback
- Enhance product quality based on feedback
- Implement a customer loyalty program
- Improve customer service experiences
- Address any negative feedback promptly
Metrics for Revenue and Instagram Growth
1. Revenue Growth Rate
Percentage increase in revenue over a specific period, calculated as ((Current Period Revenue - Previous Period Revenue) / Previous Period Revenue) * 100
What good looks like for this metric: 10-15% annual growth
Ideas to improve this metric- Focus on customer acquisition and retention
- Expand product line or market reach
- Improve pricing strategies
- Enhance marketing campaigns
- Reduce operational costs
2. Customer Acquisition Cost (CAC)
Average cost to gain a new customer, calculated as total marketing expenses divided by the number of new customers
What good looks like for this metric: $50-$100 per customer
Ideas to improve this metric- Optimise marketing channels
- Increase conversion rates on digital platforms
- Apply referral programmes
- Leverage social media marketing
- Utilise targeted advertising
3. Instagram Follower Growth Rate
Rate at which Instagram followers increase, calculated as ((Followers at End of Period - Followers at Start of Period) / Followers at Start of Period) * 100
What good looks like for this metric: 5-10% monthly growth
Ideas to improve this metric- Create engaging content consistently
- Collaborate with influencers
- Run Instagram Ads
- Use appropriate hashtags
- Engage with followers regularly
4. Average Order Value (AOV)
Average amount spent each time a customer places an order, calculated as Total Revenue divided by Number of Orders
What good looks like for this metric: $70-$150 per order
Ideas to improve this metric- Upsell and cross-sell products
- Offer bundles or packages
- Implement loyalty programmes
- Provide free shipping on high-value orders
- Offer limited-time promotions
5. Customer Retention Rate
Percentage of customers who return after their first purchase, calculated as ((Number of Returning Customers / Total Customers at Start of Period) * 100)
What good looks like for this metric: 60-70%
Ideas to improve this metric- Improve customer service
- Enhance product quality
- Offer personalised experiences
- Develop a solid loyalty programme
- Encourage feedback and act on it
Tracking your Sales Manager metrics
Having a plan is one thing, sticking to it is another.
Having a good strategy is only half the effort. You'll increase significantly your chances of success if you commit to a weekly check-in process.
A tool like Tability can also help you by combining AI and goal-setting to keep you on track.
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Planning resources
OKRs are a great way to translate strategies into measurable goals. Here are a list of resources to help you adopt the OKR framework:
- To learn: What are OKRs? The complete 2024 guide
- Blog posts: ODT Blog
- Success metrics: KPIs examples