Sales KPIs

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 ...

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 ...

Sales OKRs should be designed to align with the overall business objectives and drive measurable outcomes that contribute to revenue growth and customer success. Here are...

KPIs can certainly help to improve forecast accuracy. You can even build models to predict an outcome with a high accuracy. Deal velocity, pipeline coverage in different ...

Typical KPIs like stage conversion rates, deal velocity, and pipeline coverage are useful signals, but they don’t always reveal why deals are slowing down and tend to be ...

As important as any KPI is why the metric is being measured, how you intend to reliably collect and review the data and the frequency you will get together to review the ...

Great question! A big one too…for a startup GTM hire looking to develop and own KPIs, I’d recommend working with leadership to align to the KPIs that are most imperative ...

Those are great pieces of advice to consider when taking the sales function up-market in an existing business structure. It's important to understand what has worked in t...

Absolutely yes! We celebrate high performers in team meetings (also broader teams) and share their attainment and other KPIs (not all of course). We also share averages a...

Quota attainment & revenue will always the most important outcomes of any sales organization. However, the most mature sales organizations can align on a set of KPIs ...

Some of the worst KPIs to commit to achieving are usually around Talk Time. God gave you 2 ears and one mouth for a reason. We should look more at engaging questions aske...

There are plenty of KPIs which are not relevant if not used in the right context. Ultimately, revenue is the most important KPIs in sales. You can look at plenty of activ...

It all starts with the business and strategic objectives of the company:Growth Rate, Geographical Expansion, Product Mix etc. etc. are the determining factors of the KPIs...

Ideally the work of socializing KPIs starts at the very beginning.Usually my recommended process looks something like this…Before the work startsWork with a cross-functio...

Here is my approach to aligning quarterly/annual sales OKRs with broader business objections:Define business objections: Identify the key regional business objectives for...

Compared to a sales-assisted org, your KPIs change with a self-serve product. You want product lead growth that funnels your NRR to feed your MRR that feeds your ARR (Ann...