How can you present sales development metrics to different audiences and management levels?

1 Select the right metrics

The first step is to select the right metrics for your audience and management level. You need to understand what they care about, what they want to achieve, and how they evaluate success. For example, executives might be more interested in metrics that show the overall contribution of sales development to revenue, such as pipeline generated, opportunities created, and conversion rates. Managers might be more interested in metrics that show the efficiency and effectiveness of sales development processes, such as activity levels, response rates, and lead quality. Peers might be more interested in metrics that show the collaboration and alignment of sales development with other teams, such as lead sources, handoff criteria, and feedback loops. Customers might be more interested in metrics that show the value and relevance of sales development interactions, such as personalization, engagement, and satisfaction.

2 Organize the metrics logically

The second step is to organize the metrics logically in your presentation. You need to create a clear and coherent structure that guides your audience through your key points and insights. For example, you can use a funnel model to show how sales development metrics relate to each stage of the buyer's journey, from awareness to decision. You can use a dashboard model to show how sales development metrics compare to your goals and benchmarks, using indicators such as green, yellow, and red. You can use a story model to show how sales development metrics illustrate a specific challenge, solution, and outcome, using a narrative arc.

3 Visualize the metrics effectively

The third step is to visualize the metrics effectively in your presentation. You need to use appropriate and appealing charts, graphs, tables, and images that convey your data clearly and convincingly. For example, you can use a bar chart to show how sales development metrics vary by different segments, such as industry, geography, or persona. You can use a line chart to show how sales development metrics change over time, such as monthly, quarterly, or yearly. You can use a pie chart to show how sales development metrics represent a proportion of a whole, such as market share, budget allocation, or customer satisfaction.

4 Narrate the metrics persuasively

The fourth step is to narrate the metrics persuasively in your presentation. You need to use compelling and concise language that highlights your main findings and recommendations. For example, you can use a headline to summarize your key message or takeaway for each slide or section. You can use a bullet point to highlight your supporting evidence or rationale for each metric or insight. You can use a call to action to invite your audience to take the next step or follow up with you for more information or feedback.

5 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?