A few days ago we talk about which are, in general, the KPIs that you should start implementing in your B2B marketing plan to obtain better results. Today we would like to be more specific and tell you about the 7 key KPIs to carry out a successful sales plan.
Using different sales KPIs is necessary for all types of businesses, as it allows you to check whether you are going in the right direction when executing your sales strategy.
In B2B sales, the focus of KPIs is on the customer conversion process, at the end of the sales funnel. Therefore, it is useful to know specific indicators that you could use to boost your sales.
Below we tell you about 7 key KPIs to get the most out of your B2B digital marketing strategy.
Customer Acquisition Cost (CAC)
How much does it cost to generate a client in the business? In relative terms and in relation to the company’s income. In this way we will be able to know if the expense we are making per client is excessive or, on the contrary, is an efficient expense.
It is calculat using the total tunisia phone number library cost of your company’s marketing actions, divid by the total number of customers acquir through those actions.
Cost of sales ratio
It is calculat in relation to the company’s total income, taking an average of the income you get from your clients. This way, you can know if sales agents are optimizing the resources dicat to managing commercial activities (pipeline).
Sales cycle length
Thanks to this measurement, you can determine the capacity of your sales staff to make productive efforts and analyze how much to convey their unique voice the key progress is being made in managing each lead and the time requir.
In the Inbound methodology, this lead detection is done from the identification phase, but it is from the first contact call – or Connect Call – when information is obtain from a telephone conversation and it is when it can be best assess.
Sales decline by cycle
As you move through the stages of the sales pipeline, potential sales may decrease. What matters is that you can study the reasons why the cz lists sale did not happen, so you can improve in this regard. Identify at which stage the project was frustrat.
Response time per lead
This sales KPI is one of the most important to maintain the possibility of conversion, since the longer you wait to respond, the more likely you are to lose the sale.
