Create benchmarks based on previous performanc

[sakibkhan22197]

The most important thing when creating benchmarks is quantifying the right metrics. These metrics are based on key performance indicators (KPIs ) . KPIs vary depending on your business.

We propose these three steps to define sales performance benchmarks for your sales strategy:

Step 1: Collect the right metrics

By having a sales process outline, selecting and analyzing your sales metrics will be 10 times easier.

First, let's look at some of the most common sales metrics :

Activity metrics : These include the number of emails sent, follow-ups, and cold calls made.
Sales Funnel Metrics : These measure the overall health of your sales funnel. Metrics include sales cycle length, total close rate, and open sales opportunities by time period, team, and rep.
Lead generation metrics : These include the number of new opportunities, lead response time, and the number and percentage of prospects followed up.
Communication metrics : These include email metrics (open and response rates), phone metrics (number of prospects who accept an appointment, callbacks), and social selling metrics (email response rates, LinkedIn connections accepted).
Conversion metrics : Closed opportunities and the number of those opportunities that were won or lost.
And most importantly, you should always measure high-level sales KPIs. The aforementioned metrics will give you an overview of how your activities are performing, but sales KPIs will give you a clear picture rich people database of your organization's health.


Total income
New business revenue and percentage of total revenue
Annual growth
Average customer lifetime value (LTV)
Income segmented by product/service offered
Finally, you need to ensure that each metric and benchmark is assigned to the correct role within your organization.

For example, an SDR will likely focus on their lead generation and communications figures. On the other hand, a sales manager needs an overview of these figures and their contributions to key KPIs.

Step 2: Calculate your references

As you collect data, you'll have enough volume to calculate the appropriate references. However, the way these references are calculated varies.