Statistics - the sales manager's most important tool for making the right decisions

Statistics are often perceived as boring - but used correctly, they are the most important tool for managing a sales organization. With statistics, sales managers can make accurate observations, make better decisions and coach salespeople with precision. Adviser Partner explains why statistics are the foundation of all effective sales management.

Key insights:

  • Statistics are the same thing measured over time - not a single figure.

  • Statistics are not for reporting - they are for insight.

  • Each trend reflects a condition - each condition has a precise action formula.

  • The right statistics reveal bottlenecks, strengths and areas for development.

Three types of statistics that build governance:

  1. Vital statistics (VSP) - what is the seller supposed to deliver each month?

  2. Sub-statistics - what activities are required to achieve the VSP?

  3. Key statistics - quality measures such as closing rate or average deal.

🧩 Which KPIs are the right ones to follow?

It depends on what you want to control - but always follow a leading indicator (activity) and a result indicator.

Example:

  • 📞 Number of meetings booked

  • 📅 Meetings held

  • 📄 Quote value

  • 🧾 Order value

  • 🧮 Exit rate

  • 💰 Means business

  • 🧠 CSI/perceived impact

Statistics should inform decisions - not just show the status.

🚀 5 concrete tips to make statistics work in sales leadership

1. measure each individual - and each step

Combine activity and performance data to see where you need to act.

2. Visualize - every week

Set up sales statistics for the team to see. What gets seen, gets done.

3. use authorization formulas

Adapt the intervention depending on the statistical state (optimal, normal, critical, etc.).

4. Acting quickly on patterns

The purpose of statistics is to show change over time. It is the direction that should be addressed, not a single value.

5. Link statistics to behavior, not just results

Example: "We want to increase the completion rate, so we train completion techniques every week for 10 minutes."

Book a consultation with me.

Get 3 suggestions for improvement on your current statistics setup - in 30 minutes.

If you want a total analysis of your sales organization and company, I recommend that we carry out a Sales Health Check.
You can find more information here