Improve Profitability by Increasing Bill Productivity: Sales Metrics

Improve Profitability by
Increasing Bill Productivity

The productivity of your sales team isn’t a one-size-fits-all process, but it
is a process. Consistent sales and revenue growth comes from a scalable,
replicable process that yields results each time, and once you have that,
your business can grow with new team members that can be trained on the
winning formula.
Unfortunately, this can’t occur until you’re fully aware of what works for
your business, and more importantly, what doesn’t. While you may know
who’s a consistent performer time and time again, that knowledge can’t be
passed on to the rest of the team until you understand why they perform
well.
Improving sales productivity comes from understanding how and why to

monitor your sales metrics. What you can gain from this information helps
you make proactive decisions to elevate your business.
Sales Metrics
A sales metric is a data point that represents individual, team, or company-
wide performance. Sales teams use metrics to measure progress toward
goals, adjust compensation, award bonuses or incentives, identify
weaknesses and prepare for future growth or market changes.
Ideally, the productivity distribution between your high-, medium- and
low-performing sales representatives should be balanced, and the team as a
whole should see consistent success.
A sales target, also known as a quota, is the number of sales a

representative or sales leader aims to make in a specified period of time.
This is usually measured in revenue or volume.
Sales key performance indicators (KPIs) to measure company-wide

performance are:
 Total revenue
 Product or product line revenue
 Market penetration
 Percentage of revenue from new customers
 Percentage of revenue from existing customers
 Year-over-year growth
 Lifetime value (LTV) of a customer

 Net promoter score (NPS)
 Percentage of sales representatives reaching 100 percent of the sales

target
 Revenue by territory
 Revenue by market
 Sales costs vs. percentage of revenue

Sales Activity Metrics
What are Sales Activity Metrics?
Sales activity metrics show what your sales representatives are doing on a
daily basis, which can be influenced by sales leaders for improvement.
These metrics can reveal weaknesses that may inhibit a sales
representative’s performance.
Activity sales metrics include:
 Calls
 Emails
 Conversations
 Social media engagement
 Scheduled meetings
 Demonstrations
 Sales presentations
 Referral requests
 Proposals
Sales Pipeline Metrics

The sales pipeline shows the sales process and illuminates any strengths
and weaknesses within it.
Sales pipeline metrics include:
 Length of the sales cycle
 Open opportunities by month or quarter, team or individual
 Closed opportunities by month or quarter, team or individual
 Value of the pipeline by month or quarter, team or individual
 Value of sales by month or quarter, team or individual
 Average contract value (ACV)
 Win rate
 Conversion rate
Lead Generation Sales Metrics

Prospecting is a factor in the overall performance of your sales
representatives. Lead generation sales metrics identify strengths and
weaknesses.
Lead generation sales metrics include:
 Volume of new opportunities
 Lead response time
 Percentage of lead follow-up
 Percentage of lead follow-up within a given time frame
 Dropped leads
 Qualified leads
 Customer acquisition cost (CAC)
Sales Productivity Metrics

What is sales productivity?
Sales productivity is the rate at which your representatives make their sales
target. The less time it takes for a sales representative to meet the sales
target, the higher the sales productivity.
Sales productivity metrics include:
 Percentage of time selling
 Percentage of time on data entry
 Percentage of time in content creation
 Percentage of marketing collateral for use by sales representatives
 Number of sales tools used
 Percentage of high-quality lead follow-up

Leading vs. Lagging Indicators
Your performance indicators are broken down into leading and lagging
indicators.
Leading indicators predict your results, and while they can be more
difficult to measure effectively, they’re easier to change and influence in
advance. Activity metrics are an example of lagging indicators.
Lagging indicators are reactive and reflect your results. They’re easier to
track, but more difficult to influence. A low quota attainment or top-of-
the-funnel weakness is examples of lagging indicators.
Sales Tracking Tools

With so much information to keep track of, utilizing revenue intelligence
systems like People.ai is helpful to keep everything organized and ensure
you can make informed decisions moving forward.
A customer relationship management (CRM) tool is the main hub of

information on your customers and prospects. The data held within the
CRM is the foundation for reports and predictions to make strategic
business decisions. Tools like People.ai automatically track contact and
activity and populate your CRM with accurate, real-time data to the right
opportunity accounts.
Once the sales information is organized in a CRM, marketing automation

accounts for the leads coming into the pipeline. The data from marketing
automation platforms can provide a holistic view of the prospects’
activities for your sales reports.
A buyer activity tracker monitors and logs the sales interactions from the
buyer’s side, such as the content shared within the buying team, so your
sales representatives can take action in real time.
Once you know how buyers respond to your content and interactions, that
information can be used to coach sales representatives in effective sales.
People.ai shows the calls, emails, meetings, and identifies people in the
buying group, as well benchmarks sales rep performance for targeted
coaching.
People.ai can take over the administrative work and allow sales
representatives to spend more time selling. AI in sales can tackle activity
logging, identify high-priority leads, create new contacts, predict a forecast
for the quarter, and more. This all saves time and helps you become more
proactive in managing your sales team.
Create a Winning Team

Compiling and tracking these sales metrics is much easier with AI in sales
and sales tracking tools in place to track the right indicators, review them
on an on-going basis, and address performance weaknesses within your
process, pipeline or team.
In his book, The Seven Habits of Highly Effective People, Stephen Covey
said, “When people are crystal-clear about the most important priorities of
the organization and the team they work with and prioritize their work
around those top priorities, not only are they many times more productive,
they also discover they have the time they need to have a whole life.”
Once the winning formula is identified for your unique business, you can
create a replicable, scalable process that works for your business goals.
The bill productivity means the efficiency of the sales person of
getting order of maximum products from the list of products or line of
products it is all about the getting the maximum productivity through
setting the billing system according to customer or locality

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Improve Profitability by

Increasing Bill Productivity

Improving sales productivity comes from understanding how and why to

A sales target, also known as a quota, is the number of sales a

Sales key performance indicators (KPIs) to measure company-wide

 Product or product line revenue

 Percentage of revenue from new customers

 Percentage of revenue from existing customers

 Lifetime value (LTV) of a customer

 Percentage of sales representatives reaching 100 percent of the sales

 Sales costs vs. percentage of revenue

What are Sales Activity Metrics?

Activity sales metrics include:

 Social media engagement

Sales Pipeline Metrics

Sales pipeline metrics include:

 Length of the sales cycle

 Open opportunities by month or quarter, team or individual

 Closed opportunities by month or quarter, team or individual

 Value of the pipeline by month or quarter, team or individual

 Value of sales by month or quarter, team or individual

 Average contract value (ACV)

Lead Generation Sales Metrics

 Volume of new opportunities

 Lead response time

 Percentage of lead follow-up

 Percentage of lead follow-up within a given time frame

 Customer acquisition cost (CAC)

Sales Productivity Metrics

Sales productivity metrics include:

 Percentage of time selling

 Percentage of time on data entry

 Percentage of time in content creation

 Percentage of marketing collateral for use by sales representatives

 Number of sales tools used

 Percentage of high-quality lead follow-up

Sales Tracking Tools

A customer relationship management (CRM) tool is the main hub of

Once the sales information is organized in a CRM, marketing automation

Create a Winning Team

getting order of maximum products from the list of products or line of

products it is all about the getting the maximum productivity through

setting the billing system according to customer or locality

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