25 B2B Sales Metrics that teams should track week over week
Providing B2B sales teams with much-needed insights is important to drive revenue growth.
But how?
Through data. Yes, of course.
Not only ‘the data’ but through continuous monitoring of the same.
By monitoring metrics on a weekly basis, sales teams can react swiftly to changes in the market and adjust their strategies accordingly.
Let’s take a look at a comprehensive list of 25 B2B sales metrics that every sales team should be tracking.
Let’s begin with KPIs
KPIs helps gauge a company’s overall long-term performance. They help determine a company’s strategic, financial, and operational achievements, especially compared to those of other businesses within the same sector.
They are’nt usually tracked w-o-w but over a specific period of time.
Total Revenue
This is the total amount of money generated from sales activities over a specific period.
It’s a fundamental metric (MRR/ARR) to measure overall business performance. A consistent increase in total revenue is often a sign of business growth and success.
Sales Growth Rate
This metric measures the percentage change in revenue over a specific period, typically compared to the same period in the previous year.
It provides insight into the company’s growth trajectory and market penetration. A high sales growth rate indicates strong market performance and efficient sales strategies.
Conversion Rate
This represents the percentage of leads or prospects who become customers. A high conversion rate indicates effective sales and marketing efforts.
It can be calculated for various stages of the sales funnel, such as lead-to-opportunity or opportunity-to-close conversion rates.
Average Deal Size
It is the total revenue from closed deals divided by the number of deals closed. This metric helps assess the profitability of deals and identify opportunities for upselling or cross-selling. An increase in average deal size can significantly impact overall revenue.
Win Rate
It measures the sales team’s ability to convert prospects into customers. A high win rate indicates effective sales strategies and a strong sales pipeline.
| = % of deals closed compared to the total number of opportunities pursued |
By tracking these core KPIs, sales teams can gain valuable insights into their performance.
Suggested Read: Outbound sales KPIs for Start up founders
Pipeline metrics
New Opportunities
This is a simple count of the total new leads added to the pipeline within a specific timeframe (e.g., weekly, monthly).
Pipeline Value
This is the sum of the estimated deal value for all opportunities currently in the pipeline.
| = Sum of (Opportunity Value) for all opportunities |
Sales Cycle Length
This is the average time it takes to close a deal.
| = Total time spent in the pipeline for all closed deals / Number of closed deals |
Sales Velocity
This is a calculation of the potential revenue generated within a specific timeframe.
| = Number of Deals Closed x Average Deal Size x Win Rate |
Opportunity Stage Progression
This is typically tracked as a percentage of opportunities moving from one stage to the next within a specific timeframe.
Extra resource: How to effectively manage a sales pipeline
Activity metrics
Number of Calls Made
A simple count of outbound calls made by the sales team.
Emails Sent
A simple count of emails sent by the sales team.
Meetings Scheduled
A count of new appointments set up with prospects.
Social Media Engagements
A combination of metrics including LinkedIn connections, messages sent, and shares/likes/comments on posts.
Proposals Sent
A simple count of proposals sent to prospects.
To understand the structure of a sequence framework, check out How to Create the Best Sequences? [With Top 12 Sequence Frameworks from Experts]. Take a look at the example below –
Customer related metrics
Customer Acquisition Cost (CAC)
This is the total cost incurred to acquire a new customer.
| = Total Sales & Marketing Expenses / Number of New Customers Acquired |
Churn Rate
The percentage of customers who stop doing business with a company within a specific timeframe.
| = Number of Customers Lost / Total Number of Customers at the Start of the Period |
Upsell/Cross-sell Rate
This measures the success of selling additional products or services to existing customers. It’s often expressed as a percentage of total revenue.
| = % of Total revenue |
Customer Lifetime Value (CLV)
This metric predicts the total revenue a business can generate from a single customer account. It helps in customer segmentation and resource allocation.
Sales Rep Performance Metrics
Individual Sales Rep Revenue
The total revenue generated by each sales representative within a specific period.
Activities per Rep
The number of sales activities (calls, emails, meetings) performed by each sales rep.
Quota Attainment
Measures the percentage of a sales rep’s quota achieved within a specific period.
Lead Response Time
The average time taken by a sales rep to respond to a new lead.
Sales Productivity
This measures the efficiency of a sales rep, often calculated as revenue generated per hour worked.
Final thoughts
By tracking these metrics weekly, B2B sales teams gain real-time visibility into performance, enabling swift adjustments to strategies.
This frequent data pulse empowers teams to identify trends, optimize efforts, and ultimately drive sales growth faster than with traditional monthly or quarterly reviews.