11 Analytics Sales Ops Should Be Tracking

Understanding the Role of Sales Operations

11 Analytics Sales Ops Should Be Tracking

Also commonly referred to as “sales support” or “business operations”, sales ops is responsible for:

Arming the sales department with critical

reporting during the sales cycle

Providing management with a clear update on

company health

Translating big data into actionable analytics

11 Analytics Sales Ops Should Be Tracking

Becoming a Big Data Doctor: Monitoring the Pulse &

Health of Your Company

11 Analytics Sales Ops Should Be Tracking

Your data is vital in prescribing a cure for business aliments and is critical in measuring recovery. Picking a handful of measurements to accurately communicate the health of your sales strategy can be tough.

Here’s what you should be running the numbers on now…

11 Analytics Sales Ops Should Be Tracking

11 Analytics Sales Ops Should Be Tracking

Quota Attainment:

What percent of your target quota are you achieving?

Keep your sales team accountable for their long-term goals. Regularly measure quota attainment to facilitate regular “self checks” and eliminate any unpleasant surprises at the end of the quarter.

Total Number of Leads:

What is the total number of leads collected by your business?

Constantly track of how many overall leads you have and how many you expect to come in to ensure that your pipeline remains attainable. Additionally, this is a necessary benchmark metric for a variety of other critical ratio metrics.

Tip: Measure your lead count daily and weekly to ensure pipeline health.

11 Analytics Sales Ops Should Be Tracking

Lead Response Time:

How long does it take to contact a lead?

Harvard Business Review reports that B2B companies contacting leads within one hour of receiving a query are seven times more likely to qualify the lead. This is a quick fix that can make a huge difference in your bottom line!

11 Analytics Sales Ops Should Be Tracking

Ratio of Leads to Sales Qualified Leads:

How many of your total leads are qualified to start the sales process?

Measuring your ratio of total leads to sales qualified leads is not only a reflection of your sales development team—it is a critical insight into the communication between your sales and marketing teams. If your ratio is extremely low, it may be time for both parties to sit down and reevaluate your company’s lead generation strategy.

11 Analytics Sales Ops Should Be Tracking

Lead to Close Ratio:

How many total leads were collected and how many turned into successful sales?

Measuring lead to close keeps your team accountable for sales lost to unqualified leads, poor lead development, poor sales tactics, and all possible obstacles in between. This analytic provides a great snapshot of how your sales and marketing strategy is functioning as a unit.

11 Analytics Sales Ops Should Be Tracking

Quote to Close Ratio:

How many formal quotes are given and how many turn into successful sales?

How likely is your prospect to turn around and sign the dotted line? This metric captures pure, raw sales power and can be a great motivator for sales teams.

11 Analytics Sales Ops Should Be Tracking

Length of Sales Cycle:

How long does it take to generate revenue from first contact?Having a benchmark goal for an efficient sales cycle keeps your team sharp and accountable, and having a standard helps you build stable pipeline and forecasting.

Tip: Consider comparing your overall benchmark goal to the overall average for your team.

11 Analytics Sales Ops Should Be Tracking

Cost of Sale:

How much did it cost the business to seal the deal?

Keep an eye on how much your business spends to close deals. It will give you a realistic cost per close average, as well as raise any red flags on high cost accounts.

11 Analytics Sales Ops Should Be Tracking

Net Profitability:

Overall, how much will your business net in profit of your sales?Having insight into how much your business brings home at the end of each deal allows you to allocate time, attention, and resources strategically— not superficially.

11 Analytics Sales Ops Should Be Tracking

Cross-sell/Up-sell Rate

Customer success & post-sale strategy If your team successfully enables deployment, consistently nurtures customer education and maintains a positive and productive relationship with the customer—this is an important analytic to track. Monitor the opportunity and measure your success.

Tip: Once you close a deal, make it a priority to maintain a positive customer relationship. Don’t just disappear!

11 Analytics Sales Ops Should Be Tracking

Retention Rate:

How much of an issue is “churn” for your business?Think of your retention rate as the heartbeat of your business - if your customers are slipping away, so is the health of your company. If this metric is raising some eyebrows, the decision makers in your company should address it immediately.

Tip: We’re living in the era of the customer—and if your company wants to survive, you need your customers to thrive!

11 Analytics Sales Ops Should Be Tracking

11 Analytics Sales Ops Should Be Tracking

Next Steps:

The best way to deliver your sales ops reports…Now that you know the 11 most important sales metrics your team should be measuring everyday, it’s important to think about how you want to report and convey those numbers to the rest of your team. Keep your reports on the cutting edge. It’s really easy, and we can show you how. Sign up for a free Roambi Business trial today.