12. When was the last time you acquired a customer?

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It is ideal to know a candidate's losses as well as their wins. So this question is crucial because it tells you how good they are in their position.

Has it been a long time since they won a deal? Can they even remember? If so, ask for details to see how they talk about it.

Do they show passion for their achievements? Do they know why they won so they can duplicate that success?
Selling is not about numbers, it’s about results. Unfortunately, many sales teams around the world struggle to get an ROI for their work.

This reduces productivity. For example, the time that sales agents spend on pre-sales and post-sales is up 15% and 21% . But this comes at the expense of the time spent selling to customers, which has decreased by 26%.

What should these teams do to improve their ROI ?

One option is to look at key sales performance metrics. Knowing which ones to look at and why will help you make better decisions for your sales team.

So let's take a look at what these sales performance metrics are.

First, why measure sales performance?
It’s critical to understand why you need to measure sales performance . Without sales performance data, you won’t be able to see how well (or poorly) your teams are performing.

But what is more important than tracking metrics is analyzing argentina cell phone number database them in a meaningful way. This way, you will be able to make the right changes to help your sales teams improve.

Next, let's take a look at what you should measure.

What percentage of your sales team hits quota?
A group of people sitting at a wooden table, engaged in discussion and taking notes. Notebooks and pens are visible.
This is a more obvious metric, and your company may already be tracking it. If not, now is the time to start. This will tell you which of your salespeople are meeting, exceeding, or struggling to meet their goals.

Based on your monthly metrics, you can determine what the main problem is. For example, if a large number of your team members are not meeting their quotas, it may be too high.

On the other hand, if your team is going over their quota too much, it may be set too low.

In other cases, you may be underperforming as much as you need from training (or the boot).