Powerful Metrics to Inspire Your Sales Team

Sean Dailey, Ytel |  

Maintaining a successful sales strategy is prudent for annual revenue growth within any business, regardless of business size or industry. The numbers don’t lie. Let’s take a deeper dive into some metrics and motivators you can utilize to help inspire your sales team to go the extra mile to achieve business success and growth!

Maintaining a successful Sales strategy is prudent for annual revenue growth within any business, regardless of business size or industry. The numbers don’t lie. Let’s take a deeper dive into some metrics and motivators you can utilize to help inspire your sales team to go the extra mile to achieve business success and growth!
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Sales Cycle

Every business model and industry is different, and so is each company’s Sales cycle. The time it takes to complete the sale depends heavily on both the customer and the salesperson. Reiterating this will remind your Sales team that while some things are out of their control, they can certainly contribute to how the Sales cycle begins and how their leads are nurtured throughout the process.

Pipeline Growth


Showing the history of your company’s pipeline, year over year, will motivate your team to get out there and nurture their current leads, and continue fishing for more leads. There should never be stagnancy in your Sales department… no salesperson should ever be waiting for an inbound lead to come in. Sales should fuel your company and the pipeline should remain full.


Sales by Lead Source


Motivate your team to locate the accurate source where your leads consistently come in to the pipeline. By prioritizing these leads, you can show your team exactly what sources are effective and which aren’t… and adjust accordingly. 


Marketing Collateral Usage


AMA reports that 90% of marketing materials go unused by Sales departments. According to Docurated, 16% of a company’s overall budget is allocated towards content marketing. This is a huge inefficiency in a business model; if companies are allocating that large of a percentage towards content, Sales should be utilizing that content regularly to maximize its’ value. Marketing should be pushing content directly to Sales, and the amount of content used should be measured frequently to ensure it’s both useful and effective.
“When it comes to sales, more is more.” - Timo Rein

Bonus Statistics;

  • Less than 24% of sales emails are opened.

    • To put it simply - if you’re not calling, they’re not answering. While email marketing and selling is convenient, the numbers show that it's not necessarily the most effective form of sales. Remind your team that they should be prioritizing the strategies that do work. 
  • 91% of customers say they’d give referrals. Only 11% of salespeople ask for referrals.

    • Customers who openly offer referrals might be a rarity, but they do exist. This is a huge waste of potential business and it could be remedied with a simple follow-up from their sales rep. Challenge your team with a quota of referrals every month, and see how far they get. 
  • Each year, you lose 14% of your customers… Never stop looking for leads!

    • Any kind of loss can hurt a company, big or small. Business development is a necessary strategy for growth and revenue. Sales should own business development and all its parts.

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About The Author

Sean Dailey, Ytel

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Sean leads the People, Culture, and Partnership efforts at Ytel. After almost 5 years of agency recruiting, Sean decided to move into an internal recruiting role, where he could have more of a direct effect on growth and people’s lives That’s when he met Ytel and the rest is history. Sean is a huge believer in culture, and puts an emphasis on people and building relationships.


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