How Do You Measure The Performance of Your Sales Team?

by Ben Barton / January 17, 2023

At Mentor Group, our mission is very simple; we help you sell more often, for more money, faster than ever before. We have developed a number of powerful tools and services to help you do just that, backed by data and powered by technology.

One of these tools is our Sales Productivity Diagnostic.

The Sales Productivity Diagnostic, or SPD for short, serves as an MOT for your sales organisation, providing you with a benchmark report and a set of unique, data-driven performance metrics against which you can measure the performance of every area of your sales team.

We believe that the SPD serves as the ultimate approach to not only benchmarking your sales organisation but having the ability to perform real time health and capability checks.

But what does this look like in action?


Data – 7 Key Metrics For Sales Performance

The first step, as it should be with any sales process, is gathering data. Our approach to this is grounded in the development of what we call the Magic Seven.

Leveraging our decades of experience in sales and sales transformation, we’ve identified seven KPIs through factor analysis, that serve as the most critical indicators of a sales team’s performance.

The Magic Seven sales performance metrics are:
  • Sales Pipeline Coverage
  • Average Deal Size
  • Sales Funnel Leakage
  • Time to Close
  • Conversion Rate
  • Customer Acquisition Cost
  • Customer Lifetime Value


So with the SPD, we collect data that shows us how your sales organisation performs against the Magic Seven. The next step is to generate a benchmark report.

We are able to produce benchmarks for your sales organisation against whatever you choose, whether it be industries, markets, geographies, competitors, inside sales teams, last year’s data or even aspirational data.

This benchmark report will serve as the foundation of the transformation of your sales organisation’s performance and revenue potential.

However, for all the power in this data, we know that data is only as good as the insights you can glean from them.


Insight – Leveraging Expertise

We are enormously proud of the team that we’ve built at Mentor Group. We’ve managed to assemble a team of industry experts with decades of experience and proven, tangible results across a vast range of industries, sectors and nations.

We leverage all of their collective expertise and experience to turn the data we collect into a clear and concise health check report, and combine that report with simple, targeted, actionable insights that enable you to make the right decisions for your sales organisation.

Speaking of action…


Action – Driving Performance

Once we’ve collected the data, and turned that data into insights, it’s time to take some action.

With the SPD, that looks like a combination of quick process wins, practical steps and powerful sales enablement. Having gone through the processes outlined earlier, these actions are designed to target the performance gaps in your sales organisation.

With these gaps targeted and direct action taken to address them, you will see the revenue potential and performance of your sales organisation transform.

But don’t just take our word for it – why not listen to what some our clients have had to say about the Sales Productivity Diagnostic?

“We have experienced increases across all our key performance and pipeline metrics, including sales velocity, deal size and talent retention which is attributable to the execution of the Sales Management System and coaching” VP Sales Operations and Strategy at a Global Software/SaaS Business

“Working with Mentor Group over a 3-year period we transformed our sales organization from locally focused to a global performance sales force. We have a legacy of technology and process enablers in place that drive sales performance” Chief Operating Officer at a Global Gaming Business


“This has been one of the very best development programs that I have participated in. Our skills and abilities as coaches and leaders has improved significantly” Regional Director at a Global Agrochemical Business

Get in touch with us today and start your journey towards selling more often, for more money, faster than ever before.

Tags: Revenue Transformation Technology Revenue Enablement Elite Selling

previous post An Evidence-Based Look at the ROI of Investing in Training
Next Post Time for a personal upgrade?
Ben Barton

Ben Barton

Committed to expressing complex ideas in simple ways, driving the conversation around revenue enablement and sales performance.