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How Do You Know if Your Sales Process is Working?

Posted By AIMS Society, Friday, July 28, 2017

There are a variety of metrics you can use to analyze your individual and team sales performance, but it may be overwhelming to choose which ones will give the most accurate and useful information.

Luckily, our friends at HubSpot have a few tips to share. Here's some insight into the two measures you should be paying the most attention to when evaluating your sales performance.

Lead to Opportunity

At the end of the day, you need to look at how many of your leads are turning into legitimate sales opportunities. If you aren't quite hitting your quota, you need to ramp up lead generation. And if your leads aren't converting over to opportunities, you need to look at the effectiveness of your sales approach and marketing tactics. Consider this: Are you reaching out too little or too much? Is it personal and are you building a relationship along the way? Are you contacting your prospects through multiple channels?

Opportunity to Close

Although it may vary by time of year and industry, keep tabs on the percentage of sales you're actually closing. Compare your rates with other companies in the industry and within other industries to get an outside perspective of how you're doing. Is the rate higher than 50%? You may be picking the so-called "perfect fits" that you know will buy. But it's important to expand your horizons and go outside your comfort zone — it's the only way you're going to grow.

Pretty straightforward, right? Looking at these numbers on a consistent basis at both a personal and group level will help you determine where you can improve and eventually lead to better performance. You can set goals, make informed decisions and better optimize your outreach efforts.

Tags:  agency value  AIMS Society  CPIA designation  efficiency  insurance marketing and sales  Networking  productivity  Professional Development  self-improvement  sellability  Social Media  Technology 

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