Publisher/Verlag: cometis publishing | Marketing- & Vertriebskennzahlen; Kennzahlen für profitable Kundenbeziehungen; Personalkennzahlen;. Appendix A for an overview of all the top German banks in ). While the affect the performance of the sales and marketing departments (cf. Jaworski Welches sind die drei wichtigsten Vertriebskennzahlen in Ihrem Hause? POS and marketing material, through delivering an important impression of .. Jacobson, M. & Delucchi, M., (), A plan to power % of the planet with renew- . (), Vertriebskennzahlen – Kennzahlen und Kennzahlensysteme für.

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Further metrics along the line of this sales acceleration principle should also be measured. Knowing the cost per customer acquisition will provide you with a vertriebskennzahpen insight into the effectiveness of your sales efforts.

The implementation of a social media marketing strategy can be beneficial to the overall sales results. This sales growth KPI can have many names. Work together with your marketing team and keep to them the campaigns details.

Then measure the key metrics to accelerate them. Make sure you this sales team metric is continuously available for sales reporting. Add to this the salaries and overheads of a five guys sales team for arounda year.

B2B Key Metrics for Successful Sales Teams in Digital Times | Qymatix

However, remember that Social Media alone will not remedy the lack of other critical sales activities or KPIs. You can define value in many forms — marketihg a financial definition. As a sales vertribskennzahlen or general manager, it is your job to understand how to define and measure the characteristics of successful salespeople in your company. A crucial point here is to strike the right balance between simplicity and necessity.

Consequently, a reduction of reaction time should see an overall increase in sales revenues.

To calculate the CAC, add up all the sales and marketing expenses, including the salaries of your Key Account Managers over a fixed period — say one year — and divide this by the number of new customers acquired during the same period. Motivate your sales team to reach their goals and reward good results. Include what is required to react faster and no more. Customers are shifting their buying patterns, and therefore B2B sales processes must adapt.


For example, Facebook likes, the number of retweets, new contacts in XING or LinkedIn, number of videos on YouTube are all easy to measure, but they are still unrelated to your sales efforts. Consider also, that three in four enterprises already implement social media for B2B sales in, for example, Germany. Therefore, it is crucial to keep a close eye on your social media marketing strategy by controlling your conversion rates.

In other words, split the total cost of sales by the total number of new clients. Controlling activities, performing indicators, and software tools are all instruments dedicated to analysing, predicting and improving the performance of sales teams.

Key Metrics for Successful B2B Sales Teams in Digital Times – Five Unmissable Tips with Examples

This KPI will sufficiently help you to estimate the effectiveness of your sales team. On the other extreme, if it is yielding new customers, each cost 7, Euros. Valuable, vertriebsiennzahlen and experienced sales professionals usually integrate it. Discuss them regularly with your sales team. You can see the difference in sales growth this two extremes can make. Motivate them to achieve their sales goals. Encourage your sales team to use mwrketing to find more leads efficiently.

Sales leaders must, therefore, define and measure sales team metrics that ensure a competitive lead response time and that accelerate sales. Pick a measure for the value that is relevant to your sales team and set realistic sales targets. Be transparent with your sales team.

Of course, you want your Key Account Managers to react faster to new leads and opportunities, but you want to care for valuable customer relationships at the same time. It vertriebsoennzahlen, of course, the sales team metrics themselves.


Digitalization in sales is gaining pace, customers are changing their buying patterns, and new innovative amrketing are emerging.

However, if you spend more than you will earn, you are writing red numbers. Some leads might take longer to convert, particularly in B2B, where higher revenues and longer sales cycles are usually involved, regardless of the acquisition method. Sales cost should include all expenses related to salaries, commissions and business travels, together with your marketing budget and management overhead. Make sure you reward good results. Choose a definition for value.

Key Performance Indicators KPI play a crucial role in the successful sales controlling and corporate management. The most critical circumstance for your business can come in many forms and with many sales team metrics. However, a low conversion rate does not automatically mean that a social media channel is not working.

And recognise that your sales team will not become faster overnight just because you measure sales acceleration now. It is, however, a limited KPI, for it does not take into consideration the actual buying potential of each customer, neither the costs of each KAM or the future revenues. The results can be broken down by month, week or even by day, depending what suits your business model best.

The number alone does not make much sense unless compared with the average deal size in Euros. Link To Digitalisierung im Vertrieb: Sales leaders should regularly report this performance to higher management.

Strategien zum Einsatz neuer Technologien in Vertriebsorganisationen in German. Parameters to measure sales acceleration could include measurable sales activities, such as the number of visits and calls, and metrics such as the number of offers sent, average deal lifecycle, Lead-to-Deal and implementation time if needed.

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