{"id":13552,"date":"2026-10-08T13:47:32","date_gmt":"2026-10-08T13:47:32","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=13552"},"modified":"2026-10-08T13:58:01","modified_gmt":"2026-10-08T13:58:01","slug":"que-son-los-kpi-de-ventas","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/es\/blog\/que-son-los-kpi-de-ventas\/","title":{"rendered":"\u00bfQu\u00e9 son los KPI de ventas?"},"content":{"rendered":"\n<section class=\"key-takeaways wp-block-salesforce-blog-key-takeaways\" aria-label=\"Key Takeaways\">\n\t<div class=\"wp-block-salesforce-blog-key-takeaways__inner\">\n\t\t<div class=\"wp-block-salesforce-blog-key-takeaways__header\">\n\t\t\t<div class=\"wp-block-salesforce-blog-key-takeaways__title\">\n\t\t\t\t<h2 class=\"wp-block-salesforce-blog-key-takeaways__title-text\">\n\t\t\t\t\tKey Takeaways\t\t\t\t<\/h2>\n\t\t\t<\/div>\n\t\t<\/div>\n\n\t\t<button \n\t\t\tid=\"wp-block-salesforce-blog-key-takeaways-button\"\n\t\t\tclass=\"wp-block-salesforce-blog-key-takeaways__button\"\n\t\t\taria-controls=\"wp-block-salesforce-blog-key-takeaways-content\"\n\t\t\taria-expanded=\"false\"\n\t\t\taria-label=\"\n\t\t\tToggle Key Takeaways content\t\t\t\"\n\t\t>\n\t\t\t\n<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"22\" height=\"22\" fill=\"none\" viewbox=\"0 0 22 22\" aria-hidden=\"true\"><path fill=\"url(#a)\" d=\"M17.401 6.445a1.525 1.525 0 0 1 2.153 0 1.517 1.517 0 0 1 0 2.149l-7.977 7.961a1.526 1.526 0 0 1-2.154 0L1.446 8.594a1.517 1.517 0 0 1 0-2.149 1.524 1.524 0 0 1 2.153 0l6.9 6.886z\" \/><defs><linearGradient id=\"a\" x2=\"10.5\" y2=\"17\" gradientunits=\"userSpaceOnUse\"><stop stop-color=\"#BA01FF\" \/><stop offset=\"1\" stop-color=\"#0250D9\" \/><\/linearGradient><\/defs><\/svg>\n\t\t<\/button>\n\n\t\t\t\t\t<div id=\"wp-block-salesforce-blog-key-takeaways-content\" class=\"wp-block-salesforce-blog-key-takeaways__content\" aria-hidden=\"true\">\n\t\t\t\t\n\n<ul class=\"wp-block-list\">\n<li>Los KPI de ventas son indicadores clave de rendimiento que miden el desempe\u00f1o estrat\u00e9gico de la actividad comercial.<\/li>\n\n\n\n<li>Deben cumplir objetivos SMART y sirven para rastrear de forma continua el cumplimiento de los OKR corporativos.<\/li>\n\n\n\n<li>Plataformas como Sales Cloud unifican datos en tiempo real para sugerir acciones que optimicen las ventas.<\/li>\n<\/ul>\n\n\t\t\t<\/div>\n\t\t\t\t\t\t\t<footer class=\"wp-block-salesforce-blog-key-takeaways__footer\">\n\t\t\t\t\tThis summary was created with AI and reviewed by an editor.\t\t\t\t<\/footer>\n\t\t\t\t\t\t<\/div>\n<\/section>\n\n\n\n<p class=\"wp-block-paragraph\">\u00abLo que no se mide no se puede mejorar\u00bb. Esta c\u00e9lebre m\u00e1xima de Peter Drucker, uno de los padres de la Administraci\u00f3n Moderna, gu\u00eda a cualquier organizaci\u00f3n que busque escalar sus resultados comerciales de forma sostenible.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Estos KPI (<em>Key Performance Indicators<\/em>) son los indicadores clave de rendimiento para medir y evaluar el desempe\u00f1o en \u00e1reas cr\u00edticas de la actividad empresarial. En base a estas m\u00e9tricas, los l\u00edderes pueden tomar decisiones informadas y ajustar sus estrategias para alcanzar sus metas a largo plazo.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Aunque estos indicadores var\u00edan en funci\u00f3n del sector y el negocio, han de ser espec\u00edficas, medibles, alcanzables, relevantes y limitadas en el tiempo (<a href=\"https:\/\/www.salesforce.com\/es\/blog\/sales-goals\/\" target=\"_blank\" rel=\"noreferrer noopener\">objetivos SMART<\/a>). A diferencia de las m\u00e9tricas de an\u00e1lisis que apuntan al comportamiento de los consumidores, los KPI de ventas miran a los resultados vinculados a la estrategia.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Asimismo, no confundir con los OKR (<em><a href=\"https:\/\/slack.com\/intl\/es-es\/blog\/productivity\/que-son-los-okr-ejemplos-para-integrarlo-en-una-empresa\" target=\"_blank\" rel=\"noreferrer noopener\">Objectives and Key Results<\/a><\/em>), que establecen metas a nivel organizacional, como aumentar los ingresos un 20%. Los KPI se utilizan para rastrear el progreso hacia los OKR.\u00a0<\/p>\n\n\n\n<h2 id=\"h-por-que-los-kpi-de-ventas-son-importantes\" class=\"wp-block-heading\"><strong>\u00bfPor qu\u00e9 los KPI de ventas son importantes?<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Monitorear estas m\u00e9tricas proporciona el control necesario para guiar al equipo hacia el \u00e9xito comercial:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Saber si se cumplen objetivos:<\/strong> Permiten evaluar el progreso con respecto a las metas y objetivos de ventas y reajustar la estrategia si es necesario.<\/li>\n\n\n\n<li><strong>Identificar desviaciones:<\/strong> Ayudan a identificar \u00e1reas en las que el rendimiento de ventas est\u00e1 por debajo de lo esperado. Tambi\u00e9n favorece la identificaci\u00f3n de oportunidades de mejora.<\/li>\n\n\n\n<li><strong>Determinar resultados clave:<\/strong> Evitan que el equipo de ventas o la direcci\u00f3n se distraigan con m\u00e9tricas menos relevantes, centr\u00e1ndose en las m\u00e1s cr\u00edticas para su \u00e9xito. Favorece a la motivaci\u00f3n del equipo.<\/li>\n\n\n\n<li><strong>Marcar la diferencia:<\/strong> En mercados altamente competitivos, la capacidad de medir y optimizar el rendimiento de ventas por medio de KPI puede ser una ventaja competitiva significativa.<\/li>\n\n\n\n<li><strong>Mejorar la relaci\u00f3n con los clientes:<\/strong> M\u00e9tricas como la <a href=\"https:\/\/www.salesforce.com\/es\/service\/digital-customer-engagement-platform\/customer-retention\/\">tasa de retenci\u00f3n de clientes<\/a> y la <a href=\"https:\/\/www.salesforce.com\/es\/service\/customer-service-incident-management\/customer-satisfaction-score\/\">satisfacci\u00f3n del cliente<\/a> proporcionan informaci\u00f3n valiosa sobre la experiencia y percepci\u00f3n del cliente.<\/li>\n<\/ul>\n\n\n\n<h2 id=\"h-los-7-kpi-de-ventas-clave-que-debe-medir\" class=\"wp-block-heading\">Los 7 KPI de ventas clave que debe medir<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Para construir una estrategia comercial s\u00f3lida, existen siete <strong>indicadores clave de rendimiento<\/strong> indispensables:<\/p>\n\n\n\n<h3 id=\"h-1-numero-de-oportunidades-en-el-pipeline\" class=\"wp-block-heading\">1. N\u00famero de oportunidades en el pipeline<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Es el KPI m\u00e1s b\u00e1sico para medir el rumbo de las ventas, revelando el volumen de oportunidades que surgen semanalmente. Si hay pocas oportunidades ser\u00e1 necesaria la calificaci\u00f3n de leads y explorar otros canales (redes sociales, <a href=\"https:\/\/trailhead.salesforce.com\/es\/content\/learn\/modules\/cold-calling-for-sales\/learn-the-basics-of-cold-calling\">cold calling<\/a>, etc.). Si surgen muchas, habr\u00e1 que actuar para que los leads no se enfr\u00eden.<\/p>\n\n\n\n<h3 id=\"h-2-tasa-de-conversion\" class=\"wp-block-heading\">2. <strong>Tasa de conversi\u00f3n<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Es el principal indicador de \u00e9xito de la estrategia y el m\u00e1s importante para evaluar a los vendedores. Indica cu\u00e1ntas oportunidades se convierten en negocio.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>F\u00f3rmula:<\/strong> <em>Total de ventas realizadas \/ Total de leads captados) * 100<\/em>. <\/li>\n<\/ul>\n\n\n\n<h3 id=\"h-3-ticket-medio\" class=\"wp-block-heading\">3. <strong>Ticket medio<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Proporciona insights sobre el perfil de los consumidores: con menos ventas es posible facturar m\u00e1s gracias a bundles de productos, descuentos y promociones.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>F\u00f3rmula<\/strong>: <em>Facturaci\u00f3n total \/ Total de ventas realizadas<\/em>.<\/li>\n<\/ul>\n\n\n\n<h3 id=\"h-4-coste-de-adquisicion-por-cliente-cac\" class=\"wp-block-heading\">4. <strong>Coste de adquisici\u00f3n por cliente (CAC)<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Representa el coste medio de la conversi\u00f3n de leads a clientes. Mala se\u00f1al si el CAC es mayor que el ticket medio o el Lifetime Value (LTV). El primero mide el valor agregado por los clientes inmediatamente despu\u00e9s de la compra y el segundo a lo largo de toda la relaci\u00f3n con la empresa.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>F\u00f3rmula:<\/strong> <em>Inversi\u00f3n total en conversi\u00f3n \/ Total de nuevos clientes<\/em>.<\/li>\n<\/ul>\n\n\n\n<h3 id=\"h-5-tasa-de-cancelacion-churn-rate\" class=\"wp-block-heading\">5. <strong>Tasa de cancelaci\u00f3n (Churn rate)<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Estima la variaci\u00f3n en los contratos firmados, muy significativo para quienes venden servicios con suscripci\u00f3n (mensual o trimestral). Mide el <a href=\"https:\/\/www.salesforce.com\/es\/blog\/churn-rate-tasa-abandono-clientes\/\">desempe\u00f1o postventa y la capacidad de retenci\u00f3n de clientes<\/a>.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>F\u00f3rmula:<\/strong> <em>(Contratos en el inicio del periodo \u2013 Contratos en el fin del periodo) \/ Contratos en el inicio del periodo = X * 100<\/em><\/li>\n<\/ul>\n\n\n\n<h3 id=\"h-6-rotacion-de-personal-turnover\" class=\"wp-block-heading\">6. <strong>Rotaci\u00f3n de personal (Turnover)<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Si la rotaci\u00f3n es elevada delata problemas internos del equipo (liderazgo o procesos poco efectivos). Monitoriza la productividad y motivaci\u00f3n de los empleados.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>F\u00f3rmula<\/strong>: <em>(Despidos + dimisiones + contrataciones ingresos) \/ 2 \/ Total de miembros del equipo\/departamento.<\/em> <\/li>\n<\/ul>\n\n\n\n<h3 id=\"h-7-ciclo-de-ventas\" class=\"wp-block-heading\">7. <strong>Ciclo de ventas<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Estima cu\u00e1nto tiempo permanece el lead en el pipeline de ventas desde su primer contacto hasta la finalizaci\u00f3n de la compra. El rendimiento del comercial, la propuesta de producto, su precio, etc. influyen en la duraci\u00f3n del ciclo. Cuanto m\u00e1s corto es, m\u00e1s eficiente es el proceso y m\u00e1s contratos se cerrar\u00e1n. Si hay problemas, es esencial identificar en qu\u00e9 etapa se dan.<\/p>\n\n\n\n<div class=\"layout-astro-2 wp-block-salesforce-blog-related-trail\">\n\n\t<img decoding=\"async\" class=\"related-trail__illustration related-trail__cloud\" src=\"https:\/\/www.salesforce.com\/es\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/related-trail-cloud-layout-astro-2.png\" alt=\"\">\n\n\t\t\t<div class=\"related-trail__illustration related-trail__contour\">\n\t\t\t\t\t<\/div>\n\t\n\t<img decoding=\"async\" class=\"related-trail__illustration related-trail__background\" src=\"https:\/\/www.salesforce.com\/es\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/related-trail-background-layout-astro-2.png\" alt=\"\">\n\n\t<div class=\"related-trail__wrapper\">\n\t\t<div class=\"related-trail__content\">\n\t\t\t\n<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewbox=\"0 0 345.8 82.8\" aria-hidden=\"true\" class=\"related-trail__logo\"><path fill=\"#1d3767\" d=\"M96.6 33h9v22.6h4.8V33h8.8v-4.3H96.6zm49.8 5.3c0-5.7-3.6-9.6-10.8-9.6H127v27h4.8v-7.9h3l2.3-.1 5.7 8h5.6l-7-9.2c3.4-1.6 5-4.5 5-8.2m-11.1 5.3h-3.6V33h3.6c4.4 0 6 2.3 6 5.3s-1.6 5.3-6 5.3m30.8-15.2-12.6 27.2h5l2.3-5.3h11.6l2.4 5.3h5l-12.6-27.1zm-3.6 18 4.1-9.2 4.1 9.3zm25.2-17.7h4.8v27h-4.8zm20.7 0h-4.8v27h17.6v-4.4h-12.8zm38.4 12.1h-13.2V28.7H229v27h4.7V45h13.2v10.6h4.7V28.7h-4.7zm15.9 14.8h17.5v-4.4h-12.7v-6.4H279v-4.2h-11.5v-7.5h12.7v-4.4h-17.5zm36.9-27.2L287 55.6h5l2.3-5.3H306l2.4 5.3h5l-12.6-27.1zm-3.6 18 4.1-9.2 4.1 9.3zm35.4-17.7h-10.2v27h10.2c8.2 0 14.4-5.9 14.4-13.6s-6-13.4-14.4-13.4m0 22.6H326V33h5.4a9.1 9.1 0 1 1 0 18.1z\" \/><path fill=\"#1d315f\" d=\"M43 82.8h.1a74 74 0 0 0 38.5-12.3 3 3 0 0 0 1.3-2.4v-6A66.2 66.2 0 0 0 42.5.2a3 3 0 0 0-2.3 0A66.2 66.2 0 0 0 0 62.2V68a3 3 0 0 0 1.2 2.4 74 74 0 0 0 40.2 12.4z\" \/><path fill=\"#8ed1f4\" d=\"M13.8 51.8a.3.3 0 0 0 0-.1L33 23.6a3.1 3.1 0 0 1 .8-.8 3 3 0 0 1 4 .8l9.5 13.8 3.5-5a3 3 0 0 1 4.9 0L69 51.6a.3.3 0 0 1 .1.3h7C70.7 17.7 43.7 7.2 41.4 6.2c0 0-11.2 4-21.2 16A59.6 59.6 0 0 0 6.8 51.8zm21.7-21.3\" \/><path fill=\"#aa76b3\" d=\"m62 51.9-8.7-12.6-4.2 6.1 4.8 6.4z\" \/><path fill=\"#722a87\" d=\"m49 45.4-4.4 6.4H54z\" \/><path fill=\"#8ed1f4\" d=\"m37 32.6-1.5-2.1z\" \/><path fill=\"#aa76b3\" d=\"m28 41.4 7.6 10.4h1.8l6.4-9.2-6.8-10-1.5-2.1z\" \/><path fill=\"#722a87\" d=\"m28 41.4-7 10.4h14.6z\" \/><path fill=\"#069a49\" d=\"M43.8 72.5a1.8 1.8 0 0 0-1-2.4L40.1 69a8 8 0 0 1-1-.5 7.8 7.8 0 0 1-2.4-10.7H6a44 44 0 0 0-.2 4.4v4.4A70 70 0 0 0 26 75a70 70 0 0 0 15.2 2l2.4-4.3zm33-14.8H44.3l-2.5 3a1.7 1.7 0 0 0-.2.5 1.8 1.8 0 0 0 1 2.3l2.7 1.2.7.4a7.8 7.8 0 0 1 3 10.6l-.5.9 4.8-.8a71 71 0 0 0 8.4-2.2l1.3-.4a71 71 0 0 0 14-6.7v-8.8z\" \/><path fill=\"#fff\" d=\"m46 65-.7-.3-2.7-1.2a1.8 1.8 0 0 1-1-2.4 1.7 1.7 0 0 1 .2-.4l2.5-3h-7.6A7.8 7.8 0 0 0 39 68.4a8 8 0 0 0 1 .5l2.7 1.2a1.8 1.8 0 0 1 1 2.4l-.1.2-2.5 4.3a52.5 52.5 0 0 0 7.2-.4l.5-.9A7.8 7.8 0 0 0 46 65.1z\" \/><path fill=\"#157139\" d=\"M56.9 67.3h8.8l-4.4-5zM23 71h9l-4.5-5.1zm-4.1-10.4-4.5 5h8.9z\" \/><\/svg>\n\t\t\t<h2 class=\"wp-block-related-trail__title\">Impulse sus ventas con excelencia operacional<\/h2>\n\t\t\t<p>Utilice la plataforma de Sales Cloud para optimizar sus operaciones de ventas y preparar a su equipo para que logre el \u00e9xito.<\/p>\n\t\t\t\n\n<div class=\"wp-block-button\"><a class=\"wp-block-button__link wp-element-button\" href=\"https:\/\/trailhead.salesforce.com\/es\/content\/learn\/trails\/drive-sales-with-operational-excellence\" target=\"_blank\" rel=\"noopener\">Empezar la ruta<\/a><\/div>\n\n\t\t<\/div>\n\t\t<div class=\"related-trail__mock\">\n\t\t\t<div class=\"related-trail__points\">+1600 puntos<\/div>\n\t\t\t<div class=\"related-trail__eyebrow\">Trail<\/div>\n\t\t\t<p class=\"related-trail__trail-title h3\">Impulsar las ventas con excelencia operacional<\/p>\n\t\t\t<p class=\"related-trail__trail-description\"><\/p>\n\t\t\t<div class=\"related-trail__actions\">\n\t\t\t\t<div class=\"related-trail__action\">\n<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" fill=\"none\" viewbox=\"0 0 10 10\" aria-hidden=\"true\"><path fill=\"#747474\" fill-rule=\"evenodd\" d=\"m4.93.69.88 2.88c.04.12.16.18.27.18h2.89c.29 0 .4.38.17.56L6.79 6.04c-.1.07-.13.2-.1.32l1.12 2.96c.08.27-.2.5-.44.33L4.85 7.77c-.1-.08-.23-.08-.34 0L1.97 9.65a.29.29 0 0 1-.45-.33L2.6 6.36a.3.3 0 0 0-.1-.32L.17 4.3c-.23-.18-.1-.56.17-.56h2.89c.13 0 .23-.04.27-.18l.9-2.9c.08-.27.46-.25.54.02Z\" clip-rule=\"evenodd\" \/><\/svg>\n<\/div>\n\t\t\t\t<div class=\"related-trail__action\">\n<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" fill=\"none\" viewbox=\"0 0 9 5\" aria-hidden=\"true\"><path fill=\"#747474\" d=\"M4.16 4.5.26 0h7.8z\" \/><\/svg>\n<\/div>\n\t\t\t<\/div>\n\t\t<\/div>\n\t<\/div>\n\n\t<img decoding=\"async\" class=\"related-trail__illustration related-trail__foreground\" src=\"https:\/\/www.salesforce.com\/es\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/related-trail-foreground-layout-astro-2.png\" alt=\"\">\n\t<img decoding=\"async\" class=\"related-trail__illustration related-trail__parks\" src=\"https:\/\/www.salesforce.com\/es\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/related-trail-parks-layout-astro-2.png\" alt=\"\">\n\n<\/div>\n\n\n\n<h3 id=\"h-como-optimizar-sus-kpi-con-product-sales\" class=\"wp-block-heading\">C\u00f3mo optimizar sus KPI con Sales Cloud<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\"><a href=\"https:\/\/www.salesforce.com\/es\/sales\/\">Sales Cloud<\/a> permite monitorizar los KPI de ventas en tiempo real gracias a la integraci\u00f3n de los departamentos de ventas, marketing y atenci\u00f3n al cliente. Centraliza toda la informaci\u00f3n y facilita la visualizaci\u00f3n del pipeline por categor\u00eda, per\u00edodo de tiempo y equipo de ventas.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Adem\u00e1s de automatizar procesos y la gesti\u00f3n de datos, Sales Cloud emite informes personalizados con los dashboards m\u00e1s relevantes. No s\u00f3lo eso: tambi\u00e9n proporciona insights instant\u00e1neos y sugiere acciones para optimizar los resultados.<\/p>\n\n\n\n<div class=\"layout-two wp-block-salesforce-blog-offer\">\n\t<div class=\"wp-block-offer__wrapper\">\n\n\t\t<div class=\"wp-block-offer__content\">\n\t\t\t<h2 class=\"wp-block-offer__title\">\u00bfAlguna pregunta?<br>Nosotros le ayudamos<\/h2>\n\t\t\t\n\t\t\t\n\t\t\t\t\t\t\t<div class=\"wp-block-button\">\n\t\t\t\t\t<a class=\"wp-block-button__link\" target=\"_self\" href=\"https:\/\/www.salesforce.com\/es\/company\/contact-us\/?icid=SFBLOG:offer-blog:701ed00001RZ8E0AAL&#038;nc=701ed00001RZ8E0AAL\">Contactar<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\n\t\t<div class=\"wp-block-offer__media\">\n\t\t\t\t\t<\/div>\n\t<\/div>\n\n\t\t\t<div class=\"wp-block-offer__graphics wp-block-offer__contour\"><\/div>\n\t\n\t\t\t<!-- Standard Illustration -->\n\t\t<img decoding=\"async\" class=\"wp-block-offer__graphics wp-block-offer__illustration\" src=\"https:\/\/www.salesforce.com\/es\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-illustration-layout-two.png\" alt=\"\">\n\n\t\t<!-- Small Accent Illustration -->\n\t\t\t\t\t<img decoding=\"async\" class=\"wp-block-offer__graphics wp-block-offer__accent\" src=\"https:\/\/www.salesforce.com\/es\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-accent-layout-two.png\" alt=\"\">\n\t\t\n\t\t<!-- Left Side Illustration -->\n\t\t\n\t\t<!-- Cloud Illustration -->\n\t\t\t\t\t<img decoding=\"async\" class=\"wp-block-offer__graphics wp-block-offer__cloud\" src=\"https:\/\/www.salesforce.com\/es\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-cloud-layout-two.png\" alt=\"\">\n\t\t\n\t<\/div>\n\n\n\n<h2 class=\"wp-block-heading has-text-align-center\" id=\"h-preguntas-frecuentes\">Preguntas frecuentes<\/h2>\n\n\n<div class=\"accordion \">\n\t\n\n<button class=\"accordion-header\" type=\"button\">\u00bfAfectan las promociones o descuentos a los KPI de ventas?<\/button>\n<div class=\"accordion-content\">\n\t\n\n<p class=\"wp-block-paragraph\">S\u00ed. Aunque pueden incrementar el volumen de ventas a corto plazo, corren el riesgo de reducir el ticket medio y el margen de beneficio si no se planifican con visi\u00f3n de rentabilidad.<\/p>\n\n<\/div>\n\n\n\n<button class=\"accordion-header\" type=\"button\">\u00bfEs posible tener KPI distintos para diferentes productos o servicios?<\/button>\n<div class=\"accordion-content\">\n\t\n\n<p class=\"wp-block-paragraph\">S\u00ed, es completamente recomendable. Dado que cada l\u00ednea de negocio puede presentar <a href=\"https:\/\/www.salesforce.com\/es\/sales\/process\/\">ciclos de venta<\/a>, valores promedio e intenciones de compra distintos, conviene adaptar las m\u00e9tricas.<\/p>\n\n<\/div>\n\n\n\n<button class=\"accordion-header\" type=\"button\">\u00bfExiste distinci\u00f3n entre KPI principales y secundarios?<\/button>\n<div class=\"accordion-content\">\n\t\n\n<p class=\"wp-block-paragraph\">S\u00ed. Para evitar la sobrecarga de informaci\u00f3n, se definen indicadores principales para medir los objetivos centrales y secundarios para contextualizar tendencias y afinar el an\u00e1lisis.<\/p>\n\n<\/div>\n\n<\/div> <!-- \/.accordion -->\n\n\n\n<p class=\"wp-block-paragraph\"><br><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><br><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><br><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><br><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Medir es el primer paso para crecer. Descubra c\u00f3mo utilizar estos KPI para evaluar el desempe\u00f1o comercial y tomar decisiones estrat\u00e9gicas.<\/p>\n","protected":false},"author":517,"featured_media":4127,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"sf_justforyou_enable_alt":true,"optimizely_content_id":"0ad6e5d5ec504acd8dc0af0cea1084e7","post_meta_title":"","ai_synopsis":"","_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"sf_topic":[193,330,7,13],"sf_content_type":[],"blog":[],"coauthors":[118],"class_list":["post-13552","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","sf_topic-sales-strategy","sf_topic-ai","sf_topic-sales-cloud","sf_topic-sales"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v28.2 (Yoast SEO v28.2) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>\u00bfQu\u00e9 son los KPI de ventas? | Salesforce Blog<\/title>\n<meta name=\"description\" content=\"Los KPI de ventas ayudan a evaluar el rendimiento empresarial y a realizar ajustes para alcanzar los objetivos marcados por la estrategia.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.salesforce.com\/es\/blog\/que-son-los-kpi-de-ventas\/\" \/>\n<meta property=\"og:locale\" content=\"es_ES\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"\u00bfQu\u00e9 son los KPI de ventas?\" \/>\n<meta property=\"og:description\" content=\"Medir es el primer paso para crecer. 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