What is Sales Quality?
Sales quality is the measurement of how well a salesperson can close deals & upsell.
Sales quality metrics are typically measured by analyzing responses to customer satisfaction surveys and benchmarking against industry peers with information such as:
- How many customers they have lost because of poor performance in their last 12 months?
- What percentage of revenue they generate from new customers, rather than existing ones?
- What percentage of renewals come from referrals or repeat purchases and not advertising campaigns or cold calls to potential clients?
The idea is that if you're generating more revenue from your current base than through marketing efforts, then it's safe to say you have good "sales quality."
This metric also takes into account things like average time spent per call, average customer phone call length, and average number of calls per day.
What questions does the company you work for measure to determine sales quality?
How do your company define "sales quality"?
What can a person do if their metrics don't seem to match up with what is expected by the company's definition of "good sales quality?"