Click on any group within the Sales department to view its KPIs:
Business Development Team
Customer Acquisition Cost (CAC)
The cost of acquiring a new customer, including marketing and sales expenses.
Customer Lifetime Value (CLV)
The estimated value a customer will bring to the company over their lifetime.
Conversion Rate
The percentage of leads that convert into paying customers.
Deal Size
The average value of closed deals.
Lead Response Time
The time it takes for a sales representative to respond to a new lead.
Opportunity Pipeline
The number of opportunities in the pipeline and their value.
Sales Cycle Length
The length of time it takes for a lead to become a customer.
Sales Growth
The percentage of revenue growth generated by the Business Development Team.
Time to Close
The time it takes to close a deal from the initial contact with a lead.
Win Rate
The percentage of deals won out of the total number of opportunities.
Channel Sales Team
Average deal size
The average size of deals closed with channel partners over a given period.
Channel partner performance scorecard
The performance of individual channel partners in areas such as sales growth, market share, and customer satisfaction.
Channel partner revenue
The total revenue generated by channel partners over a given period.
Customer satisfaction score (CSAT)
The satisfaction level of customers working with channel partners.
Lead conversion rate
The percentage of leads generated by channel partners that convert to sales.
Number of active channel partners
The number of active channel partners in the network.
Revenue growth
The percentage increase in revenue generated by channel partners over a given period.
Time to close
The time taken to close deals with channel partners.
Time to onboard new channel partners
The time taken to onboard new channel partners from initial contact to first sale.
Win rate
The percentage of deals won out of the total number of opportunities.
Customer Success Team
Churn rate
The percentage of customers who have discontinued using a product or service over a given period of time. This KPI measures the effectiveness of the Customer Success Team in retaining customers.
Customer engagement
How frequently and deeply customers interact with a product or service. This KPI measures the effectiveness of the Customer Success Team in building strong relationships with customers.
Customer lifetime value (CLTV)
The total amount of revenue a customer is expected to generate over the course of their relationship with the company. This KPI measures the impact of the Customer Success Team’s efforts on revenue.
Customer satisfaction (CSAT) score
The level of satisfaction customers have with a product or service. This KPI provides insight into the team’s success in meeting customer needs.
Net promoter score (NPS)
How likely a customer is to recommend a product or service to others. This KPI measures the satisfaction level of customers with the company’s product or service.
Product adoption rate
The percentage of customers who are using the product or service in the way it was intended. This KPI measures the effectiveness of the Customer Success Team in educating customers about the product or service.
Renewal rate
The percentage of customers who renew their subscription or contract with the company. This KPI measures the success of the Customer Success Team in ensuring customer satisfaction and retention.
Response time
The amount of time it takes for the Customer Success Team to respond to a customer inquiry or request for assistance. This KPI measures the team’s efficiency in handling customer issues.
Time to resolution
The amount of time it takes for the Customer Success Team to resolve a customer issue. This KPI measures the team’s effectiveness in providing timely solutions to customer problems.
Upsell/cross-sell rate
The percentage of customers who purchase additional products or services from the company. This KPI measures the effectiveness of the Customer Success Team in identifying opportunities for upselling or cross-selling.
Key Account Management Team
Average Order Value (AOV)
The average value of orders received from key accounts.
Sales Pipeline: The total value of potential sales opportunities within the key accounts.
Customer Retention Rate
The percentage of customers retained over a specific period of time.
Customer Satisfaction Score (CSAT)
The level of satisfaction of key accounts.
Market Share
The percentage of market share held by the company within the key accounts.
Sales Conversion Rate
The percentage of opportunities that are converted to closed deals.
Sales Growth
The percentage of growth in sales over a specific period of time.
Time to Close
The average time it takes to close a deal with a key account.
Upsell/Cross-Sell Ratio
The ratio of additional products or services sold to existing key accounts.
Win Rate
The percentage of opportunities that are won in the sales process.
Inside Sales Team
Call volume
The number of calls made by the inside sales team during a specific time period. It can help identify whether the team is making enough calls to generate leads and close deals.
Conversion rate
The percentage of leads that turn into sales. It helps the inside sales team track their success in converting leads and improving their sales techniques.
Sales revenue
The total revenue generated by the inside sales team during a specific time period. It helps track the team’s overall performance and success in meeting sales goals.
Time to close
The amount of time it takes for the inside sales team to close a deal from initial contact to final sale. It helps identify areas for improvement in the sales process and can help increase efficiency.
Upsell/cross-sell rate
The percentage of customers who purchase additional products or services beyond their initial purchase. It helps the inside sales team identify opportunities for upselling and cross-selling, and can help increase revenue per customer.
Outside Sales Team
Annual recurring revenue (ARR)
The amount of revenue that the outside sales team generates annually through renewals, upgrades, and new sales.
Conversion rate
The percentage of leads that convert into customers.
Deal size
The average value of closed deals.
Gross margin
The difference between the revenue generated by the outside sales team and the cost of goods sold.
Lead response time
The time it takes for the outside sales team to respond to a lead or inquiry.
Pipeline velocity
The speed at which deals move through the sales pipeline.
Sales cycle length
The length of time it takes for a lead to convert into a customer.
Sales quota achievement
The percentage of sales quota achieved by the outside sales team.
Sales volume
The total number of sales made by the outside sales team.
Win rate
The percentage of deals that the outside sales team wins compared to the total number of deals they pursue.
Sales Development Team
Appointments per month
The number of appointments set by the Sales Development team per month. It provides insight into how effectively the team is generating leads and engaging with potential customers.
Conversion rate
The percentage of leads that are converted into qualified opportunities. A high conversion rate indicates that the Sales Development team is effectively qualifying leads and passing them on to the sales team.
Follow-up speed
How quickly the Sales Development team follows up with new leads. A shorter follow-up time can lead to better conversion rates and a higher likelihood of closing deals.
Lead response time
The time it takes for the Sales Development team to respond to new leads. A shorter response time can lead to better engagement and higher conversion rates.
Opportunity pipeline
The number of qualified opportunities generated by the Sales Development team. It provides insight into how effectively the team is qualifying leads and passing them on to the sales team.
Outbound calls per day
The number of outbound calls made by the Sales Development team per day. It provides insight into how active the team is in generating new leads and opportunities.
Qualified leads per month
The number of qualified leads generated by the Sales Development team per month. It provides insight into how effectively the team is qualifying leads and generating opportunities.
Response rate
The percentage of leads that respond to the Sales Development team’s outreach. A higher response rate can lead to better engagement and higher conversion rates.
Sales pipeline contribution
The percentage of sales pipeline generated by the Sales Development team. It provides insight into how effectively the team is generating new opportunities for the sales team.
Time to close
The time it takes for the Sales Development team to convert a lead into a closed deal. A shorter time to close can lead to a more efficient sales process and higher revenue generation.
Sales Enablement Team
Sales Coaching Effectiveness Rate
The effectiveness of sales coaching programs provided by the sales enablement team in terms of improving sales skills and performance.
Sales Content Effectiveness Rate
The effectiveness of sales content created by the sales enablement team in terms of generating leads, closing deals, and achieving sales targets.
Sales Content Usage Rate
The usage rate of sales content created by the sales enablement team by sales reps, such as presentations, proposals, and case studies.
Sales Enablement Program ROI
The return on investment of the sales enablement program in terms of revenue generated, cost savings, and productivity improvements.
Sales Forecast Accuracy Rate
The accuracy of sales forecasts provided by the sales team, which is influenced by the quality of sales enablement tools and training provided by the sales enablement team.
Sales Performance Improvement Rate
The percentage of sales reps who have shown improvement in their sales performance after receiving training and support from the sales enablement team.
Sales Process Compliance Rate
The percentage of sales reps who are following the defined sales process as established by the sales enablement team.
Sales Team Engagement Rate
The level of engagement and satisfaction of the sales team with the sales enablement program and support provided by the sales enablement team.
Sales Technology Adoption Rate
The percentage of sales reps who have adopted and are effectively using the sales technology provided by the sales enablement team, such as CRM and sales automation tools.
Sales Training Completion Rate
The percentage of sales reps who have completed sales training courses provided by the sales enablement team.
Sales Operations Team
Average deal size
The average value of a closed deal.
Customer acquisition cost (CAC)
The total cost of acquiring a new customer, including marketing and sales expenses.
Customer retention rate
The percentage of customers who continue to purchase products or services from the company.
Lead response time
The time it takes for a sales team member to respond to a lead’s initial inquiry.
Sales conversion rate
The percentage of leads that convert into sales.
Sales cycle length
The time it takes for a lead to move through the sales cycle and convert into a sale.
Sales forecast accuracy
The accuracy of sales forecasts compared to actual sales results.
Sales growth rate
The percentage increase in sales revenue over a period of time.
Sales pipeline velocity
The time it takes for a lead to move through the sales pipeline and convert into a sale.
Sales team productivity
The revenue generated per sales team member or the number of deals closed per sales team member.
Sales Training and Coaching Team
Average time to onboard new sales reps
The average time it takes to get new sales reps up to speed and productive. A shorter time indicates better training and coaching.
Conversion rate from training to sales
The percentage of sales reps who complete training and coaching and go on to achieve sales targets. A higher conversion rate indicates effective training and coaching.
Number of deals closed
The number of deals closed by the sales team over a specific period. A higher number of deals indicates effective training and coaching.
Pipeline value
The total value of the sales pipeline. A higher pipeline value indicates effective training and coaching.
Sales cycle time
The average time it takes for a sales rep to close a deal. A shorter cycle time indicates effective training and coaching.
Sales forecast accuracy
The accuracy of sales forecasts made by the sales team. A higher accuracy rate indicates effective training and coaching.
Sales rep productivity
The average revenue generated by each sales rep. A higher revenue per rep indicates effective training and coaching.
Sales rep retention rate
The percentage of sales reps who remain with the company over a specific period. A higher retention rate indicates effective training and coaching.
Sales revenue growth
The growth in sales revenue over a specific period. A higher growth rate indicates effective training and coaching.
Training effectiveness
The percentage of sales reps who rate the training and coaching as effective. A higher rating indicates effective training and coaching.
