Business owners or owners of a sales territory are responsible for growing sales. To know whether sales numbers are going up or down, you need to track various metrics, including the stage of prospects. However, salespeople are not generally good at tracking things. If they were, then they would be in another career, such as accounting. The problem gets worse because sales trainers will tell you to track a bunch of things when, in fact, what you need to do, is simplify the process. So, what metrics should salespeople track to increase their sales year over year? In today’s lunchbreak training, I share what you should track to increase your sales and reveal where to look in your figures for success and motivation. I share nine crucial things that you should track in your sales pipeline to create a ‘last week versus this week’ report. I also discuss each metric and how they reveal where opportunities exist to boost your sales numbers and ensure this year is more successful than last year. “Don’t track just to beat yourself up.” - Steve Bookbinder This week on Food For Thought Lunchbreak:Finding successes in your figures to boost motivationLooking at your pipeline and setting goals for almost closed salesCreating a ‘last week versus this week report’Tracking the number of first appointments, live prospects, total value, and average valueTracking your conversion ratio and negotiating efficiencyComparing your average proposal value to your average contract value It’s Time to Get More SalesThanks for tuning into this week’s episode of Food For Thought Lunchbreak with Steve Bookbinder. If you enjoyed this episode, head over to Apple Podcasts, subscribe to the show, and leave us an honest review. Don’t forget to follow us on Facebook, Twitter, and Instagram and share your favorite episodes on social media.And for more great content, news, and information on sales and marketing, be sure to visit the DM Training website.See omnystudio.com/listener for privacy information.