Getting the most value out of your sales analytics boils down to this: asking the right questions. We’ve compiled a list of the 12 Must-Ask Questions for you to ask in order to better measure performance.

1. Must-Ask
Questions
for Sales
Managers
and VPs
12

2. #1: How Are My Reps Preforming
Against Their Goals?

3. This identifies how your reps are
preforming in a given period of time vs.
their individual goals by activity. This
helps measure each rep’s progress,
informs whether goals are too easy or
too aggressive, and compares
activities among your reps with similar
goals to provide motivation.
Million Dollar Insights

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5. #2: How Effective Are My Reps’
Activities?

6. This identifies your sales reps’ current
activities and their conversion ratios. This
enables you to track activities and ensure
they are converting well to deals, use
activity counts and effectiveness as an
indicator for future sales performance,
helps you understand which activities lead
to closing deals, and spotting who needs
improvement.
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8. #3: What Does Our Pipeline Look
Like Today?

9. This identifies the current state of your
pipeline by close date and by the most
important deals that merit attention. This
enables you to prioritize your team’s
efforts based on the characteristics of
the opportunity, keep opportunities
moving forwards, maintain an accurate
forecast, and understand which
opportunities are risky.
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11. #4: What Are We Forecasting
to Close?

12. This identifies your forecasted revenue by
month or quarter based on your reps’
reported pipeline projections. This allows
you to gain insight for sales planning and
report to your executive team, get better
accuracy and coach your reps on deal
inspection and accurate forecasting, and
setting expectations for the performance of
your sales team.
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14. #5: How Much Have My
Employees Booked?

15. This identifies how well this month’s
sales are progressing by employee. It
will enable you to identify which reps
are performing well and which reps
are struggling to meet goals, it
distinguishes which reps close the
most deals and which reps book the
most business.
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17. #6: How Well Are This Month’s
Bookings Progressing?

18. This identifies how well each month’s
sales are progressing based on
historical and current data and against
your team’s goals. This way you are
able to anticipate your bookings
trajectory and set expectations with
company leaders early on in the
current sales cycle.
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20. #7: How Many Opportunities Do
Reps Have In Their Pipeline?

21. This identifies the number of opportunities
reps have in their pipeline and what
stages the opportunities are in. This gives
you a high level overview of how many
deals each rep has in their pipeline that
are set to close in the near term. You can
better understand who needs more
opportunities and who needs to close, and
you can see which reps are managing too
many opportunities.
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23. #8: Where is the Weakness in Our
Sales Process?

24. This identifies the number and win rates at
each opportunity stage of you sales funnel.
It enables you to find where you can make
an incremental improvement in your sales
process to have a dramatic impact on your
business by finding the weakest points in
your sales process, and you can
understand the number of qualified leads
your team will need to meet goals based
on conversion rates.
Million Dollar Insights

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26. #9: How Are Our Bookings Trending
Over Time Versus Our Goals?

27. This identifies whether your team is
winning enough business by deals,
bookings, and against their quotas to hit
both short term and long term goals. This
enables you to set goals for your sales
team and measure against them, you can
determine if your business is healthy and
growing and if the average value of your
deals is changing over time.
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29. #10: How Many Opportunities Do
We Win Versus Lose?

30. This tracks wins vs. losses and the
value of those opportunities. As a
result, you can see win/loss trends
over time and looks at each rep’s
performance, you can gauge how your
rates change as your pipeline grows,
and you can use past information to
set benchmarks for future
performance.
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32. #11: What is the Profile of Won
and Lost Deals?

33. This identifies sales cycle trends for
deals that are won vs. deals that are lost
and helps identify the profile of Closed-
Won and Closed-Lost opportunities. This
way you are able to understand what a
buyer looks like, how quickly they move
through the sales cycle, and explore the
difference of a non-buyer and a Closed-
Lost opportunity.
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35. #12: How Long is Our Sales Cycle
by Sales Rep?

36. This identifies a sales cycle by stage
for each sales rep. It enables you to
understand which reps are most
efficient, how long it takes your reps to
close business, which stages they are
struggling with, and compare reps
side-by-side to understand their short
term and long term success.
Million Dollar Insights

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38. For more sales management content,
Get the full eBook here.
Thank You!