Sales success hinges on effective pipeline management and consistent tracking of key performance indicators (KPIs). Aspire Software provides the tools you need to monitor and optimize your sales process. Below are the critical sales KPIs every manager should track, along with best practices for managing them effectively.
1. My Sales Pipeline
Definition: This list shows all active opportunities that have not been marked as won or lost.
Best Practice:
- Regularly update the Bid Due Date, Anticipated Close Date, Probability, and Last/Next Activity fields.
- For opportunities older than 90 days, mark them as lost and re-estimate with updated pricing if necessary.
- Keep this list current to ensure you are focusing on viable opportunities and aligning sales efforts with market conditions.
2. Signed, Not Won
Definition: This list identifies opportunities that have been electronically signed by the client but are not yet marked as won by the sales rep.
Best Practice:
- Ensure signed opportunities are promptly updated to “Won” status to trigger next steps in the workflow.
- TIP: Create a version of this list without the Sales Rep filter and share it with the Branch Manager role to maintain visibility across the team.
3. My Closed Sales This Month
Definition: This list shows all opportunities that have been won within the current month.
Best Practice:
- Use this list to track monthly sales performance.
- Set a goal for this KPI based on your sales plan. If you work with quarterly goals, customize the list to display closed sales for the quarter.
- Regular monitoring ensures alignment with organizational objectives and progress toward targets.
4. My Prospect Contacts
Definition: This list highlights contacts you have identified as prospects and for which you are listed as the owner or creator.
Best Practice:
- Update contact types to “Customer” upon winning a job.
- For commercial landscaping, use this list to track property managers who oversee multiple properties, helping to manage relationships effectively.
- For residential sales, ensure you’re following up on all identified prospects to drive conversion.
5. My Prospect Properties
Definition: This list tracks properties you have identified as prospects, with you listed as the owner or creator.
Best Practice:
- In commercial landscaping, use this list to monitor the properties within a portfolio that you aim to sell to.
- In residential landscaping, track individual property locations associated with your prospects.
- Update the contact type to “Customer” when a job is won to maintain accurate data and focus on active prospects.
6. Leveraging Sales Scorecards
For a more detailed view of your sales performance, set up Sales Scorecards at the employee contact screen. These tools allow you to:
- Track Proposed and Closed Actual vs. Goal data by month, quarter, or year.
- Enable dashboard capabilities for seamless visibility into individual performance.
Maximize Your Sales Potential With Two Twelve Advisors
At Two Twelve Advisors, we specialize in helping businesses optimize their use of Aspire Software. From building customized dashboards to setting up actionable KPI tracking, we provide the expertise you need to drive sales success. Additionally, we provide clients with a detailed worksheet to help set up Sale’s Goals – creating consistency in your sales team, and buy-in from your sales reps.
Need help setting up your sales dials or scorecards?
Reach out to Two Twelve Advisors today, and let us help you streamline your sales tracking and achieve your goals.