What is an important KPI that you see sales teams completely missing?

In my experience, two of important KPIs that most sales teams miss are: Number of purposeful conversations Number of experiments And it makes sense because both of these metrics harder to 1) define and 2) measure over time. However, if done well they can be can be two of the biggest unlocks and fastest ways to progress a developing go-to-market motion. Number of Purposeful Conversations Many sales teams measure number of contacts sourced, outreaches made, calls/demos completed, etc. While these ...Read More

Naturally, in most cases, sales teams are mainly measured against revenue. This could come in many forms such as potential revenue such as leads, MQLs, SQLs, etc., or actual revenue from active and existing clients. I think there is one main KPI that is commonly overlooked, and that is the quality of the relationship with the client. This is a critical aspect that more often than not, is not measured. And I completely understand as it is incredibly difficult to do so. While a great and trustful ...Read More

An important KPI that I see sales teams completely missing is how many chorus or gong calls were listened to in a month//quarter outside of YOUR calls. It's important to learn from your peers and other people who are successful in your role. Even if it's a different segment or different vertical. You can still listen to someone's pivot points or how they sell around common objections. I recommend downloading the Chorus//Gong mobile app and listening to calls when you're driving or working out. M ...Read More

I really like measuring how many net new companies and how many net new people your sales team is reaching out to each month. Some companies only measure one (or none). Both KPI's are easy to set up if you're using Outreach or Salesloft + Salesforce. Measuring these two KPIs will help you understand how wide (# of companies) and deep (# of people) that you need to go to get your desired results. Pro-tip: Find out what's been working for your top performers as a benchmark and then work with your ...Read More

Rep ramp-up time in my opinion is something that I've seen companies completely overlook. Given the boom tech has been on over the last decade many companies have skipped tracking key fundamentals from the moment you decide to hire the rep to the moment they hit quota due to them smashing their numbers. A key example of this is certifications around product knowledge. Assessing an AE's product knowledge and understanding of the enterprise software solution they are selling is key to this period. ...Read More

As mentioned earlier, KPIs vary depending on the business and teams specifically. Below are a few metrics that I find businesses neglect to prioritize: Employee satisfaction Retention Burnout and mental health are critical topics managers should be maniacally focused on Manager call reviews (Gong, Chorus) Managers should be constantly providing constructive feedback and hearing more from the customers' voice in order to improve performance and sales motions Delineating engagement by location and ...Read More

Deal Concentration Risk and it's one of the most dangerous blind spots in pipeline management. The Problem: Teams hit their 3x or 4x pipeline coverage target, but 40% of that coverage comes from 2-3 massive deals. When one of those whales dies, you don't just lose the deal - you lose your entire quarter. The KPI Most Teams Miss: "Top 3 Deal Dependency Ratio" - What percentage of your forecast comes from your three largest deals? If it's over 30%, you're in danger. Why It's Deadly: Large deals ca ...Read More

One of the most important KPIs I see sales teams consistently missing is engagement with senior titles. While many teams focus on tracking activity—such as the number of emails sent or calls made—this metric alone is not sufficient. Tracking activity can be misleading because it prioritizes volume over quality. What matters is the engagement that results from those activities. Why Engagement Matters: Quality Over Quantity: Engagement metrics provide a far more sophisticated understanding of the ...Read More