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

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4 Answers
Sales KPIs
  1. Eleanor Preston
    Eleanor Preston

    Twilio Regional Vice President, Retail Sales • 1y

    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 busines ...Read More

    1,907 Views
  2. Mike Haylon
    Mike Haylon

    Asana GM, AI Studio • 1y

    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 jo ...Read More

    1,697 Views
  3. Helen D'Abreo
    Helen D'Abreo

    SurveyMonkey Director, Expansion Sales • 1y

    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.

    1,481 Views
  4. Katie Walsh
    Katie Walsh

    HubSpot Director of Sales • 7mo

    Champion Engagement Score Track how often your internal champion initiates contact vs. you chasing them. Champions who go quiet = deals that die. Most CRMs can't measure this automatically, but it's pure gold. Discovery Question Quality Not just "did they do discovery," but did they ask about budget, timeline, decision process, and consequences of status quo? You'd be shocked how many reps skip the hard questions. Proposal-to-Signature Velocity Everyone tracks overall cycle time, but the proposa ...Read More

    906 Views

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