The purpose of this article is to help sales managers identify a potential metric or metrics to track to measure the performance improvement of a sales person for a particular skill.

The table below provides example metrics associated with key skills:

Skill	Metric
1. Account Planning	Plan vs. Actual sales or profitability Measurable progress on account position Measurable progress on account relationship Progress on client satisfaction rating
2. Opportunity Identification	Opportunities identified in planning vs. those converted to A stage or greater
3. Prospecting	Goal vs Actual NOCs per month
4. Account Penetration	Goal vs Actual NOCs per month
5. Solution Development	Conversions from C to (B + A)
6. Qualification-Sales Call	A/B Ratio
7. Sell Cycle Control	Assess quality of Action Plans
8. Qualification-Sell Cycle	%Action Plans completed (Does seller disqualify earl or late?  Lose late?
9. Negotiating and Closing	Conversions from NW to W