Six numbers every technical sales leader should track
Simple measures that show where quoting wins or loses revenue.
Most teams track win rate. Few track the steps before it, which is where technical deals are often won. These measures provide a useful starting point. The setup effort depends on the records you have and how consistently they are linked.
The six
- Response time. Hours from RFQ to quote. Track the median and the slowest 10%.
- Coverage. The share of RFQs that get a quote at all.
- Win rate. Quotes that become orders, by product family.
- Order size. Average value, and how often accessories and services are included.
- Time per quote. Hours of sales and engineering time spent on each one.
- Fixes after the sale. Change orders, missing parts and missed dates per 100 orders.
How to start
Pick one product family. Pull the last 90 days of RFQs from your inbox and the matching orders from your ERP. A spreadsheet is enough for the first pass.
- Plug your numbers into our calculator to see what’s at stake
- Repeat monthly, and share the trend with your team
Add incremental contribution from fulfilled work and the full effort of preparation, review, exceptions and implementation. Order size and win rate alone do not establish ROI.
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