The Sales KPIs Every Agency Should Be Tracking Beyond Revenue

Here’s this week’s question:

I want to start tracking key performance metrics to get a clearer picture of what’s working and what’s not. Beyond revenue, what sales KPIs should agencies track to better measure the success and efficiency of their teams?

There are plenty of metrics you can track to measure sales effort and performance, so it’s important to focus on the ones that align with the services you offer. A simple way to approach this is by breaking down each part of your sales funnel and deciding what makes sense to track at the top (Awareness), middle (Consideration), and bottom (Decision).

Leading vs Lagging Indicators

Before we go any further, it’s important to note the difference between leading and lagging in your sales funnel.

• Leading Indicators help you predict whether you’re on track to get the results you want. These are activities you can control to push prospects through the funnel, such as the number of sales calls made, emails sent, or proposals delivered.
• Lagging Indicators measure the actual results of your…