Sales Rep Metrics for Startups to Track

Hiring and managing a successful B2B sales team is one of the hardest things to do for technology entrepreneurs. In a previous post, Milestones for New Sales Reps, there were four simple sales metrics to track: call conversations logged, demos completed, opportunities created, and deals won — those are pretty straightforward. As the sales department matures, there are a number of additional metrics to track.

Here are some sales rep metrics for startups to track:

• Calls:
  No message left
  Voicemail
  Conversation positive
  Conversation neutral
  Conversation negative
• Demos:
  Demo 1 Scheduled
  Demo 1 Completed
  Demo 1 Missed
  Demo 2 Scheduled
  Demo 2 Completed
  Demo 2 Missed
• Opportunities:
  Opportunity created
  Opportunity won
  Opportunity lost
  Revenue booked
  Average days till closed / won
  Lost opportunity revenue
  Competitive opportunity

This isn’t an exhaustive list but it’s a good start for understanding on a more detailed level how sales reps are performing. These should be measured on a monthly and quarterly basis as well as rolled up team and department-wide.

What else? What are some other sales rep metrics for startups to track?