Acadia FAQ Answers - Page 4

Our goal is to increase revenue, isn’t that enough?

You probably don’t approach manufacturing merely with the goal of making more widgets than last year. We think you shouldn’t approach sales and marketing that way either. Just as you define SOPs, you must define your goals, determine the metrics needed to track the success of those goals, and create a plan to get there.

Knowing what goal(s) you want to accomplish should drive everything about your sales and marketing activities. And, make sure your goals are SMART: Specific, Measurable, Attainable, Relevant, Time-bound.

How do I calculate the number of leads we need in order to reach our sales goals?

The more specific you can be about your target numbers, the better action plan you’ll end up with. The details help everyone on the team know exactly what numbers they, in turn, are aiming for in terms of prospecting and nurturing.

There are many variables that go into calculating sales and marketing goals and knowing how many leads you need to get there. Keeping good records about past performance further ensures your calculations are based on accurate inputs, so it’s imperative that your metrics and stats are up to date. Our online calculators can help you set realistic goals that you can act on.

What numbers should I be looking at to see how we’re doing?

Metrics and KPIs are objective indicators of performance and business health. In sales and marketing, these are some of the key numbers we focus on:

  • Return on Investment (ROI)
  • Lifetime Customer Value
  • Traffic by Channel (e.g. blog, social, email)
  • Traffic to Lead Ratio
  • Customer Acquisition Cost
  • MQL to SQL Rate
  • SQL to Opportunity Rate
  • Sales Revenue
  • Revenue Per Lead
  • Time to Close
  • Activity Reports (e.g. appointments scheduled, calls placed)
  • Lost Sales
  • Cost Per Lead

We also suggest carefully organizing your metrics so you can visualize what the data means, and use it to make decisions.