Hi all,

Happy Monday! Hope you're ready for another great week. Today I want to share with you some sales perfomance metrics that can help measure the success of your Modern Selling strategy. Curious to find more about this? Then, keep reading. 😊

First, I really believe that by adopting these sales performance metrics and then tracking them, you’re building deal-landing habits that will serve you throughout the Modern Selling era. Second, by tracking sales performance metrics and gaining a better understanding of which activities are most strongly linked to success (which can vary by company and by rep), sales reps are more motivated to infuse their days with ROI-generating activities, even when they don’t see immediate results.

Sales Performance Metrics for the Modern Digital Seller

• 2nd Degree Connections on LinkedIn

When building your network, make it a point to connect with people who themselves are connected. Think about connecting with industry consultants, channel partners, even other sales pros who sell to the same market. When a connection engages with your content on LinkedIn, their network can see this activity as well.

• Attempted Engagements

I'm sure you've heard this before: interactions generate sales. Those who work mostly with referrals built their networks through interactions and maintain it the same way. There are all sorts of different ways to interact with people digitally. The key is to track your way to engagement attempts that ultimately yield positive results more often than not.

• Engagement Rates

Categorization comes in big here, hence the pluralization. Your actions will have varying goals and varying likelihoods of success. For example, you might ask for a potential referral partner’s opinion in a group or forum with the goal of building your network. Or you might invite a qualified prospect to a demo to keep your pipeline flowing. Both of these engagement attempts might ultimately yield success, but to be tracked most effectively, they should be compared against engagement attempts with similar objectives. For the demo scenario, you might invite some prospects via email and some via LinkedIn InMail, comparing the effectiveness of each channel.  

• LinkedIn Connections within Target Accounts

Interactions with target accounts is another way we'd recommend categorizing your engagement attempts. The fact of the matter is single thread selling – that is, connecting with a key executive directly or through a single “sponsor” – doesn’t work like it once did now that buying committees rule the day. 

• Shares

We all recognize that sharing is one of the better ways to prompt engagement, which can spark conversations and connections. Sharing also allows you to stay visible among your aforementioned prospects and target accounts. 

Our advice: create your personal “leading indicators dashboard” and keep it open at all times so you can watch the micro-wins pile up on your way to macro wins, or sales. Admins and Program Managers should be able to create this dashboard in order to help them track their user's performance, so that they can understand how some of these metrics are supporting the way they close deals.

I'd love to know if you're using other sales performance metrics in your Modern Selling program or if you have any question regarding the ones shares above.

Looking forward to finding out how you're measuring your program's success.

Thanks,

Nádia