2024-07: Manager & Sales Metrics
Last updated
Last updated
© Worklytics Co.
Release Date: July 2024
As always, our goal at Worklytics is to understand how work gets done - and how it could get done better.
Based on popular demand, we've focused this month's release on the topics of manager and sales effectiveness.
Specifically, we now offer new ways to measure & take action related to these key subsets of an organization:
New metrics:
calendar:v1:manager1on1:count_4wk
calendar:v1:manager1on1:weeks-since-last-1on1
calendar:v1:manager-co-attendance:hours
calendar:v1:manager-co-attendance:pct
Managers have a tough job. They’re not excited to be sending those after-hours DMs; they’re just trying to make sure nothing slips through the cracks.
That’s why it’s important to understand how the pandemic changed what it means to be a good manager. With the rise of distributed work, managers are being asked to work in a fundamentally different way than they’ve worked before.
With new ways of working come new metrics. And there are several metrics that matter more than eSat scores when it comes to improving manager effectiveness.
A few of the standouts: 1:1 Frequency & Co-Attendance.
No, the former is not the flashiest metric on the list. But tracking 1:1 frequency gives you one of the best early signals of disengagement. So you can intervene before people quit.
The nuance here is that we’re tracking 1:1 over a longer timespan. Missing the occasional 1:1 is OK (everyone takes vacation), but if this trend is consistent over a 4-week period, that’s a sign you need to make a change. We’re specifically looking at the number of 1:1s in the past 2 weeks and the number of 1:1s in the past 4 weeks (both rolling) as a pulse-check for manager support.
As far as co-attendance goes, we see a fine line between support and micromanagement when managers attend the same meetings as their direct reports. And while this line varies by role and company, we tend to recommend about 20-30% of meetings have a manager present as a starting point.
New metrics:
calendar:v1:events:attended:external
calendar:v1:events:attended:internal
calendar:v1:events:hours:meetings:external
calendar:events:hours:internal:meetings
With sales stalling, People Analytics teams are increasingly being asked to weigh in on what can be done to reaccelerate revenue growth.
It can be intimidating to dig into department-level data. Sales Ops knows your CRM far better than you do. And your Sales Leaders spend far more time with your customers than you ever will.
Instead of trying to extract new insights from those same datasets, check your calendar. Try taking a look at the underlying work behavior that’s driving those sales outcomes. How are reps spending their time?
The first place to start: Selling Time. And specifically, how time spent in internal meetings impacts reps' ability to focus on their prospects and customers. You can calculate this metric by subtracting time spent on internal meetings (calendar:v1:events:attended:external) from workday span (worklytics:weekdays:avg:timespan:hours).
Workday Span - Time Spent on Internal Meetings = Selling Time
Every Sales Leader worth their salt wants more Selling Time in their reps’ weeks. You’ll immediately add value by showing them how much Selling Time their team has compared to other teams in your org – and which cross-functional partners are consuming the most of their reps’ workweek.
For more on these metrics and more, please check out our Metric Definitions.
