What are some sales kpis that are hard to track or less commonly tracked but that you think move the needle?

Consistent benchmarking of reps against the top performers within a sales org. This could help assess coaching needs on a regular basis and also identify any talent gaps that need to be considered when recruiting new reps. The coaching needs maybe be around product based knowledge or fine tuning a reps management of a sales cycle.

So much of the sales KPI tracking has been automated (# meetings, Pipeline generated, funnel progression) so I find the manual ones more difficult to track, but move the needle the most. ie: how many on-sites did a rep conduct this quarter? It's a manual process for reps to log into a CRM and update a meeting field as "in person" and often gets over looked in an organization. There is no substitute for in person meetings.

Another example that's difficult to track things like how many new business units or contacts from other business units you broke into in a month, quarter, or year.

I like a consistent review of competitive win rates by stage. I think these can serve as early signals to so much: from how your narrative is landing, whether price is where you fall down or perhaps even foresight into late losses building up as a result of a missing piece of functionality or two. We have the benefit of someone who dedicates the majority of their time on content creation, visiting with customers and regular analysis of our results. Whether or not you can make this a full-time job, I think carving it out intentionally for a relevant function to own is worth it - the insight is invaluable.