The Top Ten KPI’s that Lead to B2B Sales Team Success
How many are you tracking?
4 minute read
Research indicates the top competency for B2B sales manager success is the “willingness to train and coach.” This is buttressed by the three pillars of “focused on quantitative results,” “conducting joint calls” and “taking initiative for sales success.” Focus on fine tuning your competence across these four competencies* and you, as a sales manager, will lead your sales team to consistently exceeding sales targets.
How might this translate into measurable KPI’s for your sales team scorecard? Below are the KPI’s I believe all B2B sales managers should implement & measure. Be aware all these sales KPI’s are leading indicators of sales productivity that will lead to your team achieving monthly sales revenue goals.
Set up and conduct a half hour daily sales team kick off meeting. Measure how many times a month it occurs. Google Verne Harnish on his formula for a daily morning kick off meeting – virtual or face to face.
Measure sales visits/calls/meetings per week by individual salesperson and team. Keep your team active farming and hunting.
Make at least one joint call/visit with each of your salespeople every month. These joint calls may be skill observation calls, modelling selling skill calls, or joint selling calls. All three lend themselves to good coaching sessions and outcomes.
Measure and update individual and sales team sales funnels in both gross revenue value and probability value (based on account progress). Do this weekly.
In the Covid environment, prospecting for many salespeople are finding prospecting and lead development challenging. Have a sales team meeting to discuss and get buy-in on a weekly prospecting goal. Then measure it.
Ensure each of your salespeople has a personal development plan. Have one monthly one on one meeting to discuss, set goals and measure each salesperson’s learning and development. Make a simple developmental scorecard in collaboration with each salesperson.
Lead at least one key account strategy meeting with your sales team each month. This will sharpen their large account management and teamwork to share account strategies with each other. If you have time, do one on one key account meetings with each salesperson.
Schedule and conduct at least one sales or leadership training every quarter. This can also be delegated to salespeople who have the desire and skill to train.
Create an onboarding scorecard for new salespeople. This scorecard should have monthly or even weekly learning goals. Meet new hires weekly for updates and coaching.
On a personal level, measure your consistency in goal setting, giving recognition, giving constructive feedback, and discussing sales performance problems. Mastery and practicing these skills are the foundation for the three competencies mentioned at the beginning of this blog.
I suggest you start with 2-3 of these goals in September and have all of them in place and measured in a monthly scorecard by December. This will set up your sales team for a fantastic 2022!
If you require coaching and guidance on implementing these KPI’s or constructing a Sales Team Scorecard, email me at michael.griffin@elavateglobal.com
Lead well. Coach daily. Set others up for success. And keep safe!
Michael J Griffin
ELAvate Founder
Global Sales Coach
John Maxwell Team Founder
*Chally Group sales manager research