Tracking different sales metrics is very important in performance management as it allows employees to ‘manage by fact’, using realtime metrics to identify more effective sales tactics. This way, it allows employees to designate time and resources on what may be more lucrative opportunities.
By measuring a teams sales metrics, if there is a particular trend that becomes visibly critical to the teams success, this metric can then be used as a KPI (Key Performance Indicator).
To use the Sales trends board, firstly take time to set realistic targets for acquiring leads, new accounts, quotes and conversions. Then simply add the target and actual metrics along with whatever units of measurements you prefer and track through each quarter.