For most of today’s workers, the traditional 40-hour convention on-site is no longer the order of the day. The rise of remote work is one that is evolving at a really fast pace and has brought along tough challenges for businesses, sales teams, and management. Employees are equally affected by such developments. In these times, the key to effectiveness at work would be maintaining a proper work-life balance and good sleep.

So what can businesses do to help their salespeople stay productive and lessen the impact of lost business? To keep several things in order, they can use service chatbots, workflow management, spend management, and sales and project management systems. Working from home might make some employees feel lonely, but with the aid of an employee tracking app such as Controlio, they can increase their output. To satisfy the new requirements, obstacles must be surmounted and business procedures modified. The biggest change is in the measures that businesses can use to evaluate the performance of their remote, digital sales staff.

Monitor the Correct Data

Understanding and tracking data is essential if you want to increase sales, scale your team, and outperform your competitors. This necessitates concentrating on KPIs and measures that support profitability. Your bottom line is not always impacted by data that tracks every action taken by your sales force.

Why Do KPIs and Sales Analytics Matter?

From the standpoint of a sales team, practically every team member’s action, including phone calls and emails, may be monitored and optimized. More data access and tracking, however, does not equate to higher sales. Data science, or the application of scientific methods, systems, and algorithms, allows businesses to learn which data is important to monitor and which is not.

Data science is becoming more and more necessary here below:

According to 78% of experts, artificial intelligence is the breakthrough that has had the biggest influence.

There will be 2.7 million data jobs by the end of 2020.

According to 89% of respondents, their company’s success increased as a result of having better data skills.

Data scientists use machine learning and data mining to collect, evaluate, and analyze large amounts of data. After that, businesses can utilize all of the information gathered to select which sales metrics should be monitored and how to do so, as well as whether or not it is necessary.

Remember that if you don’t know what sales analytics mean or whether they are pertinent to what you want to measure, they are worthless on their own. Sales KPIs and sales metrics differ greatly from one another. Sales metrics are statistics that show how well a team, individual, or organization is performing. Additionally, sales KPIs are particular sales measurements that are linked to the priorities, goals, and objectives of your company.

It’s not required to monitor every sales KPI. However, keeping track of the correct ones is essential. The 6 crucial sales process KPIs listed below are ones you should monitor.

Volume of Calls

Salespeople’s call activities become even more crucial when they are unable to interact with leads in person. The total number of calls a salesperson makes during a certain period of time as they proceed through the sales process is known as the call volume sales KPI. Over the course of days, weeks, and months, you want to keep tabs on how many calls each salesman makes. However, unless the results are significant, the number of calls is irrelevant on its own. 

Activity Level of Lead Engagement

This KPI looks at and monitors a lead’s behavior to gauge engagement. It should be a measurable figure that indicates whether a lead is engaged or not. Opening an email, completing a form, or clicking on a link to access your digital content are a few instances of lead engagement. Increased lead interaction indicates interest in your products and increases the possibility that they will become paying clients.

Total Income for Each Sales Representative

A better KPI to monitor is the magnitude of the deals and the revenue they create. How each salesperson’s transactions affect your company’s bottom line is a more important metric. Let’s say a representative is closing a lot of little deals but not enough high-ticket ones. If so, their overall impact on the expansion of your company is smaller than that of other representatives who bring in more money.

Average Price of a Deal

This indicator shows the typical revenue from a transaction. When evaluating the effectiveness of your sales force, take into account the revenue generated by each transaction. The latter has a greater influence on your overall sales figures, for instance, if certain representatives close a few low-cost deals each week while others close fewer weekly deals but generate more income.

Closed Total Sales

How well each salesperson performs in relation to their sales quotas can be determined by keeping track of the number of deals closed by each member of the remote sales team. When combined with other KPIs, it also offers insightful information about how successful their outreach is. For instance, you can assess the success of each salesperson’s efforts by contrasting overall sales with other data like call volume and email marketing.