At Numerik, we emphasize the distinction between real numbers and unreal numbers. Real numbers are the metrics that truly matter to sales reps—the data they need to drive sales. Understanding and focusing on these real numbers can significantly enhance sales performance and keep your team engaged and motivated.

What are real numbers?

Real numbers are the concrete, actionable metrics that sales reps rely on to understand their performance and strategize their next moves. These include:

• Invoiced sales: The actual sales that have been invoiced, reflecting real revenue.
• Top-selling products: The products that generate the most revenue and are most popular with customers.
• Top-performing customers: The customers who consistently buy the most or generate the highest revenue.

Reps also care about market fluctuations, such as a top-performing customer who suddenly drops off the radar or a top-selling product that slows down. These are the real numbers that matter in a rep's mind. They provide a clear, immediate picture of the sales landscape and allow reps to respond proactively.

The problem with unreal numbers

Unreal numbers include metrics that are more theoretical and less actionable, such as:

• Weighted pipelines: Deals with a percentage likelihood of closing.
• Sales theory metrics: Figures that sound impressive but don’t directly impact a rep’s day-to-day activities or monthly earnings.

Sales reps can’t stake their monthly salary on these numbers. Every rep knows you can make your pipeline look impressive by tweaking a few percentages, but those calculations have very little connection to the reality of the invoices at the end of the month.

Keeping it real with your sales team

When working with your sales team, remember that they relate to real numbers far more than they do to the unreal numbers of sales theory or the latest hot sales process being hyped on LinkedIn. As soon as you swerve away from real numbers into unreal numbers, you risk losing your reps' attention. They might pretend to follow along out of politeness, but they’ll leave the meeting and go right back to doing what they know works.

Why real numbers matter

Real numbers provide tangible insights that reps can use to improve their performance. They help reps understand:

• What’s working and what’s not in their sales strategy.
• Which products and customers are driving revenue.
• How to adjust their efforts to maximize sales and earnings.

By focusing on real numbers, you’ll have much better conversations with your sales team. You’ll be addressing the metrics that directly impact their success and motivation.

Conclusion

At Numerik, we believe in the power of real numbers to drive sales performance. By sticking to concrete, actionable metrics, you can keep your sales team engaged, motivated, and focused on what really matters. Avoid the distraction of unreal numbers and theoretical metrics, and you’ll see a significant improvement in your team’s performance and overall sales results.

FAQs

What are real numbers in sales?

Real numbers are concrete, actionable metrics like invoiced sales, top-selling products, and top-performing customers that directly impact sales performance.

Why are unreal numbers less effective for sales reps?

Unreal numbers, such as weighted pipelines and theoretical metrics, don’t provide actionable insights and have little connection to actual sales results, making them less relevant to reps.

How can focusing on real numbers improve sales performance?

Focusing on real numbers helps sales reps understand what’s driving their success, allowing them to make informed decisions and adjustments to maximize sales and earnings.

Why do sales reps prefer real numbers?

Sales reps prefer real numbers because they provide clear, immediate insights into their performance and directly impact their monthly earnings and sales strategies.

How can Numerik help with tracking real numbers?

Numerik provides tools and dashboards that focus on real numbers, offering sales reps the data they need to drive performance and stay engaged with their sales goals.

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