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Sales Key Performance Indicators (KPIs)

Sales Key Performance Indicators (KPIs)

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.