Sales Funnel and Types of KPI for Sales Managers
Posted: Sun Feb 02, 2025 9:12 am
Visitor reach – data on how many clients the manager is currently working with. For example, the total number of potential clients is 200, and the manager has already closed a deal with 100 of them. It turns out that his visitor reach is 50%.
The number of repeat sales is data on how many people came again after a closed deal. Again, this data is very difficult to track in offline sales (unless it is a beauty salon, where clients are registered), but in online sales this is recorded without any problems.
Number of contacts – data on how many calls, messages or meetings an employee had during a certain period. This indicator shows who in the team worked harder. However, it does not show labor efficiency. After all, one person can meet with 10 clients and close a deal with each, while another can call 50 people, but only close 1-2 deals.
Service quality – data on czech republic email list how clients evaluate communication with managers. Recorded using a special program. Recordings are listened to to identify errors in working with the script or to evaluate its reaction to some emergency situations. Call recordings help in work, thanks to them it is possible to identify typical employee errors and eliminate them. It is very important to teach managers to handle objections.
Case: VT-metall
Find out how we reduced the cost of attracting an application by 13 times for a metalworking company in Moscow
Find out how
Sales Funnel and Types of KPI for Sales Managers
KPI: conversion of "visitors to leads"
We are talking about how many leads a manager has as a percentage of the total number of people who came to the site.
A lead is a person who has performed some target action. The specifics of a website visitor's behavior depend on the area in which the business is developing. A lead can be a person who has filled out an application or questionnaire, or bought a product, or installed an application on their smartphone. There are a huge number of variations of such actions.
This KPI helps measure the optimization of the website conversion rate. In simpler terms, the KPI helps evaluate the website's attractiveness among the audience. It should motivate visitors to perform some target action, one of those described above.
Read also!
"Lead generation - what is it? Basic methods and how to manage them"
Read more
KPI: lead to mql conversion
Once a visitor has been converted, you need to make sure that they fit into the “marketing lead” category.
Almost always, this work is assigned to marketers or sales managers.
So, a Marketing qualified lead (MQL) is a person who shows a clear interest in the product of the company with which he actively interacts. By identifying such people, you can create a portrait of the target client. It is logical to conduct such research based on ABC XYZ analysis of the client base.
This KPI will tell you whether or not there is an urgent need to update the site or any specific information posted on it. If the conversion rate is high, then everything is fine. You can confidently say that the site is attracting potential customers.
The number of repeat sales is data on how many people came again after a closed deal. Again, this data is very difficult to track in offline sales (unless it is a beauty salon, where clients are registered), but in online sales this is recorded without any problems.
Number of contacts – data on how many calls, messages or meetings an employee had during a certain period. This indicator shows who in the team worked harder. However, it does not show labor efficiency. After all, one person can meet with 10 clients and close a deal with each, while another can call 50 people, but only close 1-2 deals.
Service quality – data on czech republic email list how clients evaluate communication with managers. Recorded using a special program. Recordings are listened to to identify errors in working with the script or to evaluate its reaction to some emergency situations. Call recordings help in work, thanks to them it is possible to identify typical employee errors and eliminate them. It is very important to teach managers to handle objections.
Case: VT-metall
Find out how we reduced the cost of attracting an application by 13 times for a metalworking company in Moscow
Find out how
Sales Funnel and Types of KPI for Sales Managers
KPI: conversion of "visitors to leads"
We are talking about how many leads a manager has as a percentage of the total number of people who came to the site.
A lead is a person who has performed some target action. The specifics of a website visitor's behavior depend on the area in which the business is developing. A lead can be a person who has filled out an application or questionnaire, or bought a product, or installed an application on their smartphone. There are a huge number of variations of such actions.
This KPI helps measure the optimization of the website conversion rate. In simpler terms, the KPI helps evaluate the website's attractiveness among the audience. It should motivate visitors to perform some target action, one of those described above.
Read also!
"Lead generation - what is it? Basic methods and how to manage them"
Read more
KPI: lead to mql conversion
Once a visitor has been converted, you need to make sure that they fit into the “marketing lead” category.
Almost always, this work is assigned to marketers or sales managers.
So, a Marketing qualified lead (MQL) is a person who shows a clear interest in the product of the company with which he actively interacts. By identifying such people, you can create a portrait of the target client. It is logical to conduct such research based on ABC XYZ analysis of the client base.
This KPI will tell you whether or not there is an urgent need to update the site or any specific information posted on it. If the conversion rate is high, then everything is fine. You can confidently say that the site is attracting potential customers.