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how to track sales performance

How to track sales performance: the 6 metrics that actually matter

Most sales dashboards track activity (calls made, emails sent) instead of outcomes (pipeline created, stage conversion). Activity metrics feel busy. Outcome metrics drive decisions.

Build a sales dashboard with the 6 metrics that predict revenue — not vanity numbers.

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Protocolo de resolución

  1. 01

    The 6 metrics every sales team needs

    1. Win rate (deals closed won ÷ total closed). 2. Average deal size. 3. Sales cycle length. 4. Pipeline velocity (deal size × win rate ÷ cycle days). 5. Stage conversion rate (per stage). 6. Lead response time. These six tell you more than 30 activity metrics combined.

  2. 02

    Set a weekly review cadence

    Monday: pipeline review (all deals, expected close this week). Wednesday: stuck-deal sweep (anything with no activity in 7+ days). Friday: metrics snapshot (compare this week to last week). Three meetings, 45 minutes total — the minimum viable sales rhythm.

  3. 03

    Build forecast discipline

    Require every rep to tag deals with a commit/best-case/pipeline forecast category. Commit = closing this period, high confidence. Best Case = possible. Pipeline = in play. Roll up by rep, sum the commits, and compare against quota. Never forecast from 'gut feel'.

Preguntas frecuentes

What is a good sales win rate?

Industry averages: SaaS 20–30%, professional services 25–35%, e-commerce 10–20%. More important than the absolute number: is it improving month-over-month? A 15% win rate trending up is better than a 25% rate trending down.

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