The Daily SaaS Sales Management Metrics

Here’s a quick overview of the most essential SaaS sales management metrics to track and surface to your team.

Transcript: Hi! I’m Anna Talerico with Married2Growth and this is a quick rundown of the most essential management metrics to track for a SaaS sales team. These are the numbers I always watch. This is going to sound like a lot, but with simple dashboards, it’s easy to get a lot of high-level data that helps you run your department and keep the wheels on at a quick glance.

First is what I care about most—Wins. New deals by this week, this month, this quarter, and this year. I want to see it as a goal to actual and of course, a break down by rep in a leaderboard.

I like the top-line number of total new deals, but I also want to see total booked contract value this week, this month, this quarter, and this year. Of course, it’s best to see this as a goal to actual and be able to view it by rep as well. I like to keep tabs on average contract value by rep, and in aggregate, so that’s always in my leadership dashboard.

Next up are just some activity metrics. I want to see dials, connects, and appointments set by this week and this month. I also want to see a leaderboard so I can see this info by rep, not just in aggregate. In that vein, I want to see how many new opportunities have been opened this week, month and quarter, and of course, the pipeline created.

I always keep an eye on sales cycle, in aggregate and by rep, and also average days in each stage too. A quick snapshot of win rate should be part of that.

Ok, these are by no means all the metrics I use to manage my sales team, but these are the high-level ones I always want at my fingertips and again, even though it sounds like a lot of data, some simple dashboards can show them in a really digestible format that’s easy to glance at and see what’s happening.

These are metrics I have available for everyone on the team, so we all know what we are measuring and how we are doing. Accountability and transparency start with surfacing what’s being measured and what matters, and dashboards can help a lot with that. So…thank you so much for watching, I hope this was helpful!