Why tracking matters
What gets measured gets improved. Without tracking your sales performance, you are relying on gut feeling to guide your business decisions. Some months you feel busy. Other months you feel slow. But feelings are not data, and data is what tells you where to focus your effort.
The essential metrics
Activity metrics
These measure your inputs, the activities you control:
- Calls made per day/week
- Emails sent per day/week
- LinkedIn messages sent per day/week
- Meetings booked per week
- Proposals sent per week
Results metrics
These measure your outputs:
- Deals closed per month
- Revenue generated per month
- Commission earned per month
- Average deal size
- New customers acquired
Efficiency metrics
These tell you how effectively you are converting activity into results:
- Conversion rate (leads to customers)
- Average sales cycle length (days from first contact to close)
- Win rate (proposals to closed deals)
- Revenue per hour worked
Health metrics
These indicate the sustainability of your business:
- Pipeline value (total potential revenue in your pipeline)
- Customer retention rate
- Recurring commission growth rate
- Average commission per customer
Building a simple tracking system
You do not need expensive software. A simple spreadsheet with three tabs works:
Tab 1: Daily activity log
Record your daily activities: calls, emails, meetings. This takes 5 minutes at the end of each day.
Tab 2: Deal tracker
List every active deal with its stage, estimated value, next action, and follow up date.
Tab 3: Monthly summary
At the end of each month, calculate your key metrics: deals closed, revenue, commission, conversion rate, and compare to previous months.
Using your data
Weekly review
Every Friday, review your week:
- Did you hit your activity targets?
- How many deals moved forward?
- What needs attention next week?
Monthly analysis
At the end of each month:
- Compare results to your goals
- Identify trends (improving or declining metrics)
- Determine what worked well and what needs to change
- Adjust your targets for the next month
Quarterly strategy review
Every three months, step back and assess the bigger picture:
- Are you on track for your annual income goal?
- Which products are performing best?
- Where is your time best spent?
- Should you add or drop any products?
Reporting to principals
Some principals require regular activity reports. Even if they do not, sending a monthly summary of your activities and results strengthens the relationship and demonstrates your professionalism.
On Zepys, much of this reporting is automated. Your pipeline, commissions, and activity data are tracked in the platform, giving you and your principals visibility into performance without manual reporting.