In this video quick answer, Tarnjeet Nandra, explains the revenue operations metrics you can’t miss nowadays as a sales ops manager. Check out this 1-minute video, or read the full transcript below.
For me there are three key areas that you need to make sure that you measure:
So I think those are the three areas that you need to make sure I measured and tracked in all cases.
And then when you’ve got lead activity, you just need to make sure that you understand exactly; how many leads are coming in? What channels are they coming from? How many of those are really good leads?
Also how the leads are actually working as well. From an opportunity’s perspective, of course, you’ll want to know where the top campaigns are coming in from. Also, the average order value of your particular opportunities. How much is being won?
And then for your reoccurring side of things, you would always want to understand your retention rate. You want to understand gross or net and also your net dollar as well.
And understanding the past – anything overdue that should have been due in. How much of those were lost?
I think the biggest one is your churn rate as well. In terms of your account churn – how many customers you’ve had. And then how many of those have been lost along the way as well.
Want to see more tips on B2B Sales & Revenue Operations Metrics? Check out the full video of the webinar.