Lemon #24. Sales metrics to track

Lemon #24. Sales to track

While reading the Balderton B2B Sales Playbook, I learned what sales metrics we should track:

  • Number of opportunities generated (right meetings with the right people)
  • Number of demos done
  • Win / loss ratio
  • Conversion rate
  • Average Sales Cycle and Average Deal Size (for pipeline risk measurement and focus of efforts)
  • MRR (Monthly Recurring Revenue)
  • Churn (we should remain <15% annual)
  • Ramp-up time and cost
  • CAC and payback

Growth is key, and keeping in mind the T2D3 rule (Grow triple for two years, and double for the next two years)

The details @ The Balderton B2B sales playbook.

Jorge Moreno

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