As a sales manager leading a team of multiple sales reps, you’re likely already tracking essential metrics like Revenue, Customer Lifetime Value (LTV), and Average Deal Size. But did you know that the most effective killers of sales success lie in the details sales managers are prone to overlook?
In this article, we go through 5 sales team KPIs which are ignored because they just seem too obvious. But when you track them, you’ll know how to optimise your sales team’s performance, stop wasting resources, and empower your sales team to consistently crush their quotas. 💥
1. Assigned Leads Percentage
This metric ensures every lead is assigned to a sales rep who is ready to engage and close the deal. After all, there is no point in letting both the lead & a salesperson wait until someone on the marketing team, with the lead gen agency, or in sales leadership is free to manually format and distribute those leads. Sounds simple – yet you’d be surprised at how many sales teams are wasting their best leads!
How to Calculate:
Assigned Leads (%) = (Number of Leads Assigned / Total Leads Received) × 100
How to Improve:
- Practice 0-Second Lead Assignment: It should take 0 seconds of manual effort for that new lead to become an assigned lead
- Set rules to Automate Lead Distribution to reduce delays.
- Minimise lead transfer time at the marketing team or lead-gen agency level
How Privyr Helps:
Privyr automatically assigns leads to the right salesperson the moment they’re submitted, based on customisable rules for team members, territory, lead sources, and subteam branches. This eliminates manual intervention and ensures no lead is left unattended.
2. Average Response Time
This is the time taken to contact a lead for the first time. Faster response times significantly improve your conversion chances. Further, studies show that reaching out to leads during the five minutes after they submit their interest increases conversion rates by up to 400%.
How to Calculate:
Average Response Time = Total Time Taken to Contact Leads / Number of Leads Contacted
How to Improve:
- Configure instant alerts to notify reps of new leads on mobile.
- Equip reps with tools for one-click contact via preferred channels.
- Re-assign leads based on rep availability and bandwidth.
How Privyr Helps:
Privyr’s instant lead alerts and one-click communication options—like WhatsApp, SMS, phone Call, and email—enable your team to reach out within seconds, ensuring no lead loses interest due to delays.
3. Lead Response Rate
Lead Response Rate is the percentage of leads that respond to your outreach efforts. This reflects the effectiveness of your team’s engagement strategy. A low response rate means your team’s messaging may not be resonating, or leads aren’t being reached effectively. For higher engagement and better conversion opportunities, improve your lead response rate!
How to Calculate:
Lead Response Rate (%) = (Number of Leads Responded / Total Leads Contacted) × 100
How to Improve:
- First Response Speed: Responding quickly increases the likelihood of engagement.
- 10-Second Messaging Rule: Messages that are concise enough to read and reply to within 10 seconds are more likely to get responses.
- Multichannel Follow-Ups: Diversify your outreach via WhatsApp, texts, phone calls, and emails to suit your leads’ preferences.
How Privyr Helps:
Privyr streamlines multichannel follow-ups and equips your team with templates designed for Quick Responses, ensuring they engage more frequently and effectively with their leads.
4. Sales Activities Performed
This metric tracks how much time your sales team spends on client-facing, revenue-generating activities like calls, demos, and follow-ups. Research shows that sales reps are only able to spend 34% of their time on actual selling, with the rest consumed by avoidable administrative tasks that can be automated. By tracking this KPI, you can ensure your team focuses on activities that directly impact revenue.
How to Calculate:
Activities Per Lead = (Number of Sales Activities / Number of Leads)
How to Improve:
- Minimise administrative tasks like the downloading of lead details, formatting, and copy-pasting through automation.
- Regularly analyze and optimize rep activities to focus on high-impact tasks.
How Privyr Helps:
Privyr’s Team Dashboard provides real-time insights into how your sales reps spend their time. Then, you can identify and address productivity gaps while ensuring the team stays focused on selling.
5. Lead Conversion Rate (Win Rate)
With this metric, you get the percentage of leads converted into paying customers, indicating the effectiveness of your sales process. A low conversion rate often indicates gaps in the sales process, such as insufficient follow-ups, poor qualification, or inadequate engagement.
How to Calculate:
Lead Conversion Rate (%) = (Number of Leads Converted / Total Leads Received) × 100
How to Improve:
- Encourage follow-ups & interest tracking for harder-to-close leads.
- Get insights from leads & prioritise via Budget, Authority, Need & Timeline (BANT) framework.
- Focus on high-value leads while maintaining a consistent approach to nurture others.
- Use Meta Integrated CRM to attract more quality leads.
How Privyr Helps:
Privyr simplifies lead tracking and ensures your sales team focuses on leads needing more attention, fostering a culture of persistence and improving conversion rates across the board.
What’s more, Privyr is arguably the most affordable mobile-first CRM that natively supports Meta Conversions API (CAPI) and helps your lead generation campaigns to land more quality leads based on your own sales & conversion data.
Take control of your sales process today
The hustle of managing a large sales team often overshadows the importance of tracking actionable KPIs. However, by focusing on these five metrics, you can uncover inefficiencies, maximise team productivity, and achieve your broader sales goals with less effort.
Submit your details for a free Privyr demo and discover how fundamentally easy-to-implement KPIs can transform your team’s performance with an intuitive, mobile-friendly CRM that equips your team with features optimised for sales teams.
Privyr empowers sales managers with the tools needed to streamline lead management, reduce response times, and track performance with precision.
