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What are the key sales activity metrics businesses should track?

The key sales activity metrics which businesses should track are

• Number of calls/emails: Tracking the number of calls and emails made by sales representatives provides insight into their level of outreach and prospecting activity.

• Meetings scheduled: This metric measures the number of meetings or appointments scheduled with potential customers. It indicates the effectiveness of sales efforts in generating interest and moving prospects through the sales funnel.

• Opportunities created: Tracking the number of new sales opportunities created helps assess the effectiveness of lead generation activities and identifies potential revenue streams.

• Pipeline velocity: Pipeline velocity measures the speed at which deals move through the sales pipeline, from initial contact to close. It helps identify bottlenecks in the sales process and informs sales forecasting.

• Win rate: The win rate calculates the percentage of opportunities that result in closed deals. Monitoring the win rate helps assess the effectiveness of sales strategies and identify areas for improvement.

• Average deal size: This metric calculates the average value of closed deals within the sales pipeline. It helps forecast revenue and assess the impact of changes in pricing or product offerings.  

• Customer acquisition cost (CAC): CAC measures the cost incurred to acquire a new customer. It helps businesses assess the efficiency of their sales and marketing efforts and allocate resources effectively.