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 thes...

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 act...

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 ...

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...

The sales equation is quite simple:Pipeline x Average Sales Price x Close Rate = RevenueIf not all KPIs are measured leading to this equation we are missing out. Focus sh...

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 satisfac...

Many businesses focus on the effectiveness of a seller, where most of the attention should be. However, it can be very important to look at the effectiveness of those sup...

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 t...

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 ...

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). B...