Knowing your numbers is imperative when it comes to successful sales. But are your salespeople keeping up with all of the key metrics? Even if you have an amazing sales team, if they aren't keeping up with their numbers, they could definitely be falling short of their goals.
Of course, knowing what to track (as well as how to track it) is important. Sometimes data can be overwhelming and difficult to read. But if your salespeople are tracking the right metrics, it's going to help lead to their success.
Here are three metrics that every salesperson should pay attention to.
1. Incoming leads
This one is probably the most obvious. Your salespeople should be keeping track of all of the new jobs that they have in the pipeline. Some of the specific metrics that come along with tracking incoming leads include the following data.
- The lead's contact information.
- How they found out about you.
- The date they reached out.
- The services they're interested in.
- The outcome (did they become a client?).
By tracking this information, your salespeople will eventually become better at what they do. They'll begin to have an idea of what makes a "qualified lead," and what leads might not even be worth pursuing.
2. Lead conversion rate
Your lead conversion rate is data on how many leads become actual jobs. Some salespeople call this their "win rate." By tracking your lead conversion rate, you can find out more information about what helped that person to become a client. If you aren't paying attention to this information, you are missing an important opportunity to understand what helps convert leads into clients. This information should absolutely be guiding future sales.
3. Tracking existing work
While it is easy for your salespeople to get caught up with what's coming down the pipeline, they must also keep up with existing clients. Keeping existing clients is an important part of doing business. After all, happy customers often do some of your best sales and marketing work for you by recommending you to others.
You should definitely be tracking "jobs in progress" via job costing data. This will help to ensure that your jobs are staying on budget. This is really important information when it comes to remaining profitable.
You should also be keeping track of existing work to look for opportunities for enhancement sales. It's not uncommon that a client might suggest they're considering additional work down the road. It would benefit you to keep track of this so that you can follow up with them at a later date.
One of the best ways to track this information is using landscape business software. You can even set a reminder of when to follow up with that client to make the sale.
Managing all this data
Keeping track of all of these different metrics can feel overwhelming. But the power of data should not be overlooked. When you keep track of this information, you help support your sales process and increase your chance of success.
While a lot of businesses still use QuickBooks or Excel spreadsheets to track this kind of data, there are better ways. With landscape business software, you can have all the data you need at your fingertips. This will help you to make informed decisions and to push more leads through your sales funnel.