Description
This document provides a collection of 100+ Key Performance Indicators (KPIs) related to the Sales functions listed further below.
Keeping in mind that each organization is different, the enclosed KPIs are intended as a general reference and their relevance depends on the specific circumstances of the company. Some KPIs are relevant to more than one function.
The key to effective performance management is not just about choosing the right KPIs, but also about using them in the right way. The document starts off with brief points to keep in mind when applying any KPI.
Contents
1. Business Development Team
2. Channel Sales Team
3. Customer Success Team
4. Inside Sales Team
5. Key Account Management Team
6. Outside Sales Team
7. Sales Development Team
8. Sales Enablement Team
9. Sales Operations Team
10. Sales Training and Coaching Team
For each KPI listed, where relevant, the following elements are covered:
• The name of the function
• The name of the indicator, including common alternate names
• A brief description of the indicator and its importance
• Common measurement approach, interpretation, frequency, unit of measure and others
• Other information about the measure (e.g. suitability for peer bench marking, and others)
