{"id":10523,"date":"2024-06-07T13:14:41","date_gmt":"2024-06-07T13:14:41","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=10523"},"modified":"2024-06-07T13:14:42","modified_gmt":"2024-06-07T13:14:42","slug":"sales-kpis","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/eu\/blog\/sales-kpis\/","title":{"rendered":"9 Sales KPIs Every Sales Team Should Be Tracking"},"content":{"rendered":"\n<p>Ever been overwhelmed by the sheer volume of sales data you&#8217;re tracking \u2014 and confused by the metrics that matter? You&#8217;re not the only one. Research firm&nbsp;<a href=\"https:\/\/www.mckinsey.com\/business-functions\/growth-marketing-and-sales\/our-insights\/insights-to-impact-creating-and-sustaining-data-driven-commercial-growth\" target=\"_blank\" rel=\"noreferrer noopener\">McKinsey<\/a>&nbsp;highlighted this as a troubling trend: Too much data and no focus has made it difficult for sales leaders to reach clear &#8220;aha&#8221; moments that drive confident decisions and sustainable growth.<\/p>\n\n\n\n<p>Fortunately, there&#8217;s a clear path forward. To ensure you&#8217;re maximising the ROI of tools, teams, and customer relationships, zero in on sales key performance indicators (KPIs) that make the most of what you have while delivering recurring revenue: a combination of tried-and-true targets, like lead conversion rate, and those that measure long-term value, like customer and employee retention.<\/p>\n\n\n\n<p>Below, we give you everything you need to know about sales KPIs that ensure a healthy, productive, and growing business.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-what-you-ll-learn\">What you&#8217;ll learn:<\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li><a href=\"#h-what-are-kpis-in-sales\">What are KPIs in sales?<\/a><\/li>\n\n\n\n<li><a href=\"#h-why-are-sales-kpis-so-important\">Why are sales KPIs so important?<\/a><\/li>\n\n\n\n<li><a href=\"#h-what-are-sales-metrics-vs-sales-kpis\">What are sales metrics vs. sales KPIs?<\/a><\/li>\n\n\n\n<li><a href=\"#h-what-are-the-most-important-sales-kpis\">What are the most important sales KPIs?<\/a><\/li>\n\n\n\n<li><a href=\"#h-how-do-you-track-sales-kpis\">How do you track sales KPIs?<\/a><\/li>\n\n\n\n<li><a href=\"#h-what-sales-kpi-dashboards-should-you-use\">What sales KPI dashboards should you use?<\/a><\/li>\n<\/ul>\n\n\n\n<div class=\"layout-one 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\">Hit key KPIs with real-time pipeline insights<\/h2>\n\t\t\t\t\t\t\t<p class=\"wp-block-offer__description\">What could you do with relevant insights at your fingertips? Sell smarter, take action, and hit your forecasts. That&#8217;s how Sales Analytics works.<\/p>\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=\"_blank\" href=\"https:\/\/www.salesforce.com\/uk\/sales\/analytics\/\">Hit your KPIs<\/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\/eu\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-illustration-layout-one.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\/eu\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-accent-layout-one.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\/eu\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-cloud-layout-one.png\" alt=\"\">\n\t\t\n\t<\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-what-are-kpis-in-sales\">What are KPIs in sales?<\/h2>\n\n\n\n<p>Key performance indicators (KPIs) in sales are the metrics used to measure how closely the performance of a sales team tracks to predetermined goals and how this performance impacts the business as a whole. This includes metrics like average leads generated per quarter and deal conversion rate.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-why-are-sales-kpis-so-important\">Why are sales KPIs so important?<\/h2>\n\n\n\n<p>Instead of different reps focusing on different metrics \u2014 or leaders eyeing a definition of success that sales reps aren&#8217;t thinking about \u2014 KPIs keep everyone aligned on the metrics that contribute to company growth. It&#8217;s important to note that KPIs themselves are not <a href=\"https:\/\/trailhead.salesforce.com\/content\/learn\/modules\/crm-analytics-dashboards-for-account-manager-targets\/explore-sales-targets\" target=\"_blank\" rel=\"noreferrer noopener\">sales targets<\/a>, but metrics that gauge activity with significant business impact. Sales leaders define target KPIs to ensure teams are tracking to specific revenue goals.<\/p>\n\n\n\n<p>Here&#8217;s an example: Joy&#8217;s Toys, a toy manufacturer, is focused on growth but doesn&#8217;t have a clear target KPI for lead generation that incentivises reps to keep their\u00a0<a href=\"https:\/\/www.salesforce.com\/eu\/blog\/sales-pipeline\/\" target=\"_blank\" rel=\"noreferrer noopener\">pipelines full<\/a>. Fast-forward a quarter or two and its revenue is &#8220;stop-and-go&#8221; with reps scrambling to find new opportunities after periods of focusing only on closing deals already in the pipeline. As a result, company growth stalls.<\/p>\n\n\n\n<p>Competitor Saul&#8217;s Dolls, on the other hand, has mapped out a clear path to revenue growth that includes target KPIs for\u00a0lead generation, quota attainment, and customer retention. These are shared with every rep so they can prioritise their time and efforts on prospecting, <a href=\"https:\/\/www.salesforce.com\/eu\/blog\/the-five-golden-rules-of-healthy-lead-nurturing\/\" target=\"_blank\" rel=\"noreferrer noopener\">nurturing<\/a>, and closing deals with new customers while\u00a0<a href=\"https:\/\/www.salesforce.com\/eu\/learning-centre\/sales\/upselling\/\" target=\"_blank\" rel=\"noreferrer noopener\">upselling<\/a> existing customers \u2014 and no critical sales effort is ignored. With this focus, Saul&#8217;s Dolls is more likely to hit or surpass its revenue goals.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-what-are-sales-metrics-vs-sales-kpis\"><strong>What are sales metrics vs. sales KPIs?<\/strong><\/h2>\n\n\n\n<p>Your sales KPIs have a close relationship with your sales and business goals. For example, if the overarching business goal is 1,200 sales in a year, the KPI might be 100 sales each month. (100 sales per month x 12 months = 1,200 sales)<\/p>\n\n\n\n<p>Sales metrics are any quantifiable measure of sales performance. This could look like the number of activities completed by sales reps, the number of leads in the <a href=\"https:\/\/www.salesforce.com\/eu\/blog\/sales-pipeline\/\" target=\"_blank\" rel=\"noreferrer noopener\">sales pipeline<\/a>, or anything else sales-related that can be measured. The key difference is that your sales metrics don&#8217;t necessarily have to connect with these broader goals.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-what-are-the-most-important-sales-kpis\">What are the most important sales KPIs?<\/h2>\n\n\n\n<p>Historically, sales KPIs have focused on things like new leads in the pipeline, number of\u00a0<a href=\"https:\/\/www.salesforce.com\/eu\/resources\/articles\/sales-closing-techniques\/\" target=\"_blank\" rel=\"noreferrer noopener\">closed deals<\/a>\u00a0per quarter, and individual quotas. These are still important, but they often hinge on unpredictable one-off sales. To ensure your company is generating long-term, predictable revenue and maximising ROI, it&#8217;s important to track both foundational sales KPIs and those that gauge the lifetime value of customer and employee relationships.<\/p>\n\n\n\n<p>Here&#8217;s a closer look at the most critical sales KPIs:<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-1-annual-contract-value-acv\">1. Annual contract value (ACV)<\/h3>\n\n\n\n<p><strong>What it measures: <\/strong>The average sales amount of a customer contract over the course of a year.<\/p>\n\n\n\n<p><strong>Why it&#8217;s important:<\/strong>\u00a0<a href=\"https:\/\/www.salesforce.com\/uk\/resources\/articles\/what-is-acv-in-sales\/\" target=\"_blank\" rel=\"noreferrer noopener\">ACV<\/a>\u00a0helps sales reps and managers identify opportunities for upselling and\u00a0<a href=\"https:\/\/www.salesforce.com\/eu\/learning-centre\/sales\/cross-selling\/\" target=\"_blank\" rel=\"noreferrer noopener\">cross-selling<\/a>\u00a0that increase customer contract value and, ultimately, company revenue. If <a href=\"https:\/\/www.salesforce.com\/eu\/learning-centre\/sales\/upselling\/\" target=\"_blank\" rel=\"noreferrer noopener\">upselling<\/a> or cross-selling are not possible (due to product portfolio, pricing structures, etc.), a low ACV may indicate a need for new customers that can drive revenue growth.<\/p>\n\n\n\n<p><strong>How to calculate:<\/strong> (Total sales value of contracts in a year) \/ (number of contracts) = Average ACV<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-2-customer-lifetime-value-clv\">2. Customer lifetime value (CLV)<\/h3>\n\n\n\n<p><strong>What it measures: <\/strong>The value of all purchases, including upsells, cross-sells, and renewals, that a customer makes over the course of their relationship with your company.<\/p>\n\n\n\n<p><strong>Why it&#8217;s important:<\/strong>\u00a0<a href=\"https:\/\/www.salesforce.com\/eu\/blog\/stay-ahead-of-consumer-behaviour\/\" target=\"_blank\" rel=\"noreferrer noopener\">CLV<\/a>\u00a0is a clear indicator of how successfully your team is building the kind of trusting, value-first, and loyal customer relationships that lead to upsells, cross-sells, and renewals, and, as a result, predictable revenue.\u00a0If your CLV is on the lower end, then try going over the call transcripts from your best customers. Use AI to generate call summaries that identify what moved the deal forward, then use these same tactics in future deals.<\/p>\n\n\n\n<p><strong>How to calculate: <\/strong>(Average purchase value per year) x (average number of purchases per year for each customer) x (average customer lifespan in years) = Customer lifetime value<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-3-new-leads-in-pipeline\">3. New leads in pipeline<\/h3>\n\n\n\n<p><strong>What it measures:<\/strong> The number of new leads added to each rep&#8217;s pipeline during a single quarter.<\/p>\n\n\n\n<p><strong>Why it&#8217;s important:<\/strong> Based on your conversion rates (four deals closed for every seven leads, for example), you will likely need a specific number of leads to hit sales targets. If reps&#8217; lead count falls below your target KPI, it can be a sign that you need to spend more time on <a href=\"https:\/\/www.salesforce.com\/eu\/blog\/sales-prospecting\/\" target=\"_blank\" rel=\"noreferrer noopener\">prospecting<\/a>.\u00a0A popular way to engage with more prospects is to up\u00a0your presence on LinkedIn. Follow potential\u00a0prospects, interact with them by liking and commenting on their posts, and then send a connection request.<\/p>\n\n\n\n<div class=\"layout-nine 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\">Join the Salesblazer movement<\/h2>\n\t\t\t\t\t\t\t<p class=\"wp-block-offer__description\">We&#8217;re building the largest and most successful community of sales professionals, so you can learn, connect, and grow. <\/p>\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:\/\/join.slack.com\/t\/salesblazer-community\/shared_invite\/zt-385fovphf-fxQGRIqM_op9u7qUULdOHg\">Get Started<\/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\/eu\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-illustration-layout-nine.png\" alt=\"\">\n\n\t\t<!-- Small Accent Illustration -->\n\t\t\n\t\t<!-- Left Side Illustration -->\n\t\t\n\t\t<!-- Cloud Illustration -->\n\t\t\n\t<\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-4-average-age-of-leads-in-pipeline\">4. Average age of leads in pipeline<\/h3>\n\n\n\n<p><strong>What&nbsp;it measures:<\/strong> How long leads remain in the pipeline without becoming a closed deal. Usually calculated per rep.<\/p>\n\n\n\n<p><strong>Why it&#8217;s important: <\/strong>Reps know\u00a0a full pipeline\u00a0is a healthy one \u2014 but only if leads are actively moving toward a sale. Stalled deals are a drain on rep time that could be spent moving more viable deals down the pipeline. If you see a trend in stale leads for a particular rep, consider examining their pipeline and remove leads unlikely to close.\u00a0AI insights help to quickly identify the stallers in real time so you&#8217;re not spending hours scanning through your pipeline and analysing the data.<\/p>\n\n\n\n<p><strong>How to calculate: <\/strong>(Total age of all active leads per reps) \/ (Number of active leads) = Average age of leads in pipeline<\/p>\n\n\n<div class=\"wp-block-quote-article\" style=\"\"><div class=\"wp-block-quote-social-wrapper\"><figure class=\"wp-block-quote-article-quote\">\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n<p>Reps fall in love with deals, even if they&#8217;re stagnant. When I think about pipeline aging, if it&#8217;s stale \u2014 it&#8217;s trouble.<\/p>\n<cite><a href=\"https:\/\/www.linkedin.com\/in\/longjr7\/\" target=\"_blank\" rel=\"noreferrer noopener\">Larry Long, Jr.<\/a><\/cite><\/blockquote>\n<span class=\"citation-role\">Founder and Chief Energy Officer, LLJR Enterprises<br><br><\/span>\n<div class=\"post__social post__social--v2 post__social--blockquote\">\n\n\t\n\t<ul class=\"social-nav social-nav-v2\">\n\t\t\t\t\t<li class=\"social-nav__item\">\n\t\t\t\t<a\n\t\t\t\t\taria-label=\"Share on LinkedIn (Opens in a new tab)\"\n\t\t\t\t\thref=\"http:\/\/www.linkedin.com\/shareArticle?mini=true&#038;url=https%3A%2F%2Fwww.salesforce.com%2Feu%2Fblog%2Fsales-kpis%2F%3Futm_source%3DLinkedIn%26utm_medium%3Dorganic_social%26utm_campaign%3Dus_cbaw%26utm_content%3Dblog-ctt&#038;title=9%20Sales%20KPIs%20Every%20Sales%20Team%20Should%20Be%20Tracking\"\n\t\t\t\t\ttarget=\"_blank\"\n\t\t\t\t>\n\t\t\t\t\t\n<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"21\" height=\"21\" fill=\"none\"><path fill=\"#032D60\" d=\"M16.625 0H4.375A4.375 4.375 0 0 0 0 4.375v12.25A4.375 4.375 0 0 0 4.375 21h12.25A4.375 4.375 0 0 0 21 16.625V4.375A4.375 4.375 0 0 0 16.625 0M7 16.625H4.375V7H7zM5.687 5.89a1.54 1.54 0 0 1-1.53-1.543c0-.852.685-1.544 1.53-1.544.846 0 1.532.692 1.532 1.544S6.534 5.89 5.687 5.89M17.5 16.625h-2.625v-4.903c0-2.947-3.5-2.724-3.5 0v4.903H8.75V7h2.625v1.544c1.222-2.262 6.125-2.43 6.125 2.167z\" \/><\/svg>\n\t\t\t\t<\/a>\n\t\t\t<\/li>\n\t\t\t\t\t<li class=\"social-nav__item\">\n\t\t\t\t<a\n\t\t\t\t\taria-label=\"Share on Twitter (Opens in a new tab)\"\n\t\t\t\t\thref=\"https:\/\/x.com\/intent\/tweet?text=9%20Sales%20KPIs%20Every%20Sales%20Team%20Should%20Be%20Tracking&#038;url=https%3A%2F%2Fwww.salesforce.com%2Feu%2Fblog%2Fsales-kpis%2F%3Futm_source%3DTwitter%26utm_medium%3Dorganic_social%26utm_campaign%3Dus_cbaw%26utm_content%3Dblog-ctt&#038;via=salesforce\"\n\t\t\t\t\ttarget=\"_blank\"\n\t\t\t\t>\n\t\t\t\t\t\n<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"32\" height=\"32\" fill=\"#032D60\" viewBox=\"0 0 32 32\"><path d=\"M17.4 14.8 23 8.3h-1.3L16.8 14 13 8.3H8.5l5.9 8.5-5.9 6.8h1.3l5.1-6 4.1 6h4.5zm-1.8 2.1-.6-.8-4.7-6.8h2l3.8 5.5.6.8 5 7.1h-2z\" \/><\/svg>\n\t\t\t\t<\/a>\n\t\t\t<\/li>\n\t\t\t\t\t<li class=\"social-nav__item\">\n\t\t\t\t<a\n\t\t\t\t\taria-label=\"Share on Facebook (Opens in a new tab)\"\n\t\t\t\t\thref=\"https:\/\/www.facebook.com\/sharer\/sharer.php?u=https%3A%2F%2Fwww.salesforce.com%2Feu%2Fblog%2Fsales-kpis%2F%3Futm_source%3DFacebook%26utm_medium%3Dorganic_social%26utm_campaign%3Dus_cbaw%26utm_content%3Dblog-ctt\"\n\t\t\t\t\ttarget=\"_blank\"\n\t\t\t\t>\n\t\t\t\t\t\n<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"19\" height=\"19\" fill=\"none\"><path fill=\"#032D60\" d=\"M19 9.5a9.5 9.5 0 0 0-19 0c0 4.742 3.474 8.672 8.016 9.385v-6.639H5.604V9.5h2.412V7.407c0-2.38 1.418-3.696 3.588-3.696 1.04 0 2.127.185 2.127.185v2.338h-1.198c-1.18 0-1.549.733-1.549 1.484V9.5h2.635l-.421 2.746h-2.214v6.639C15.526 18.172 19 14.242 19 9.5\" \/><\/svg>\n\t\t\t\t<\/a>\n\t\t\t<\/li>\n\t\t\n\t\t<li class=\"social-nav__item\">\n\t\t\t<button\n\t\t\t\tclass=\"copy-share js-copy-link\"\n\t\t\t\taria-label=\"Copy link to clipboard\"\n\t\t\t\thref=\"#\"\n\t\t\t\tdata-clipboard-text='\"9 Sales KPIs Every Sales Team Should Be Tracking\" https:\/\/www.salesforce.com\/eu\/blog\/sales-kpis\/'\n\t\t\t>\n\t\t\t\t\n<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"20\" height=\"10\" fill=\"none\"><path fill=\"#032D60\" d=\"M14.586.406h-3.667V2.24h3.667a2.76 2.76 0 0 1 2.75 2.75 2.76 2.76 0 0 1-2.75 2.75h-3.667v1.833h3.667a4.585 4.585 0 0 0 4.583-4.583A4.585 4.585 0 0 0 14.586.406m-5.5 7.334H5.419a2.76 2.76 0 0 1-2.75-2.75 2.76 2.76 0 0 1 2.75-2.75h3.667V.406H5.419A4.585 4.585 0 0 0 .836 4.99a4.585 4.585 0 0 0 4.583 4.583h3.667zm-2.75-3.667h7.333v1.833H6.336z\" \/><\/svg>\n\t\t\t<\/button>\n\t\t<\/li>\n\t<\/ul>\n<\/div>\n<\/figure><\/div><\/div>\n\n\n<h3 class=\"wp-block-heading\" id=\"h-5-conversion-rate\">5. Conversion rate<\/h3>\n\n\n\n<p><strong>What it measures:<\/strong> Also known as win rate, this is the percentage of each rep&#8217;s leads that are converted to closed deals. Usually tracked by quarter, per rep.<\/p>\n\n\n\n<p><strong>Why it&#8217;s important: <\/strong>If a single rep&#8217;s conversion rate is higher than the target conversion rate, that rep may be using sales strategies or processes that are particularly effective and can be operationalised for the entire sales team. If lower, you might need to fine-tune or streamline sales tactics to increase conversions.\u00a0<a href=\"https:\/\/www.salesforce.com\/uk\/sales\/conversation-intelligence\/\" target=\"_blank\" rel=\"noreferrer noopener\">Call recording and analysis<\/a>\u00a0tools, alongside regular one-on-one\u00a0<a href=\"https:\/\/www.salesforce.com\/blog\/effectively-coach-sales-team-blog\/\" target=\"_blank\" rel=\"noreferrer noopener\">coaching<\/a>, can help.<\/p>\n\n\n\n<p><strong>How to calculate: <\/strong>(Number of deals closed during a quarter) \/ (number of leads in the pipeline) x 100 = Conversion rate<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-6-rep-retention\">6. Rep retention<\/h3>\n\n\n\n<p><strong>What it measures: <\/strong>Percentage of reps who remain in your organisation a set period of time after hire. Typically measured yearly.<\/p>\n\n\n\n<p><strong>Why it&#8217;s important: <\/strong>A low rep retention rate can disrupt carefully nurtured customer relationships, which can result in lost upsells\/cross-sells \u2014 or just lost customers. It can also mean more money spent onboarding reps hired to replace those who leave. When rep retention is high, customer relationships remain intact and team stability is maintained.<\/p>\n\n\n\n<p><strong>How to calculate: <\/strong>(Number of total reps at the end of the year \u2013 new reps hired during the year)\/(total number of reps at the start of the year) x 100 = Rep retention<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-7-average-rep-ramp-time\">7. Average rep ramp time<\/h3>\n\n\n\n<p><strong>What it measures: <\/strong>The amount of time it takes a rep to get from the first day on the job to first prospect outreach.<\/p>\n\n\n\n<p><strong>Why it&#8217;s important: <\/strong>A quicker ramp time indicates your\u00a0<a href=\"https:\/\/www.salesforce.com\/uk\/sales\/enablement\/\" target=\"_blank\" rel=\"noreferrer noopener\">sales enablement platform<\/a>\u00a0and training are effective, your tools and processes are intuitive, and you&#8217;re hiring qualified candidates.<strong>\u00a0<\/strong>This results in faster sales and more engaged reps. If you find ramp time is slow, consider revisiting onboarding programs and sharing AI transcripts of winning sales calls with new reps, changing your tools, or streamlining your\u00a0processes.<\/p>\n\n\n\n<p><strong>How to calculate:<\/strong> (Total time in days it takes all new reps to get from day one to first prospect outreach) \/ (total number of new reps) = Average rep ramp time<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-8-referrals\">8. Referrals<\/h3>\n\n\n\n<p><strong>What it measures:<\/strong> The number of referrals for new customers from existing customers secured by each rep during a given quarter.<\/p>\n\n\n\n<p><strong>Why it&#8217;s important: <\/strong>When your customers are over-the-moon happy with your products or services, they can serve as advocates, promoting you to prospects who otherwise may not be familiar with your brand. This makes it easier for reps to sell, leading to faster\u00a0<a href=\"https:\/\/www.salesforce.com\/eu\/blog\/sales-cycle\/\" target=\"_blank\" rel=\"noreferrer noopener\">sales cycles<\/a>\u00a0and more closed deals.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-9-customer-retention\">9. Customer retention<\/h3>\n\n\n\n<p><strong>What it measures: <\/strong>The percentage of customers who continue to buy and use your products\/services. The inverse is the churn rate \u2014 the percentage of customers who decide to stop buying or using your products\/services.<\/p>\n\n\n\n<p><strong>Why it&#8217;s important: <\/strong>While new customers add to revenue, they also take\u00a0<a href=\"https:\/\/hbr.org\/2014\/10\/the-value-of-keeping-the-right-customers\" target=\"_blank\" rel=\"noreferrer noopener\">significant resources to secure<\/a>. By watching customer retention and focusing on opportunities to upsell and cross-sell, you&#8217;re generating predictable revenue with a loyal customer base \u2014 and maximising ROI. If you see a customer retention slip, you may need to revisit rep engagement strategies to ensure your team is prioritising existing customer relationships.<\/p>\n\n\n\n<p><strong>How to calculate:<\/strong> (Overall number of customers at the end of the year \u2013 net new customers acquired during the year) \/ (number of customers at the start of the year) x 100 = Customer retention<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-how-do-you-track-sales-kpis\"><strong>How do you track sales KPIs?<\/strong><\/h2>\n\n\n\n<p>A <a href=\"https:\/\/www.salesforce.com\/uk\/sales\/\" target=\"_blank\" rel=\"noreferrer noopener\">CRM<\/a> uses customer and sales performance data to gauge progress toward sales KPIs. To help with interpretation, most CRMs offer visualisation tools or <a href=\"https:\/\/www.salesforce.com\/uk\/sales\/data\/\" target=\"_blank\" rel=\"noreferrer noopener\">dashboards<\/a> that can be customised with the KPIs most relevant to your business. The dashboard provides a clear picture of sales and company health so everyone from sales reps to leaders can make decisions that keep revenue flowing.<\/p>\n\n\n<div class=\"wp-block-quote-article\" style=\"\"><div class=\"wp-block-quote-social-wrapper\"><figure class=\"wp-block-quote-article-quote\">\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n<p>We&#8217;re in noisier, more competitive markets, and businesses are relying on new data sources to scale against competition. You can still build a seven-figure business with a phone and Excel, but if you want to do it better, you need the right technology.<\/p>\n<cite><a href=\"https:\/\/www.linkedin.com\/in\/alexalleyne\/\" target=\"_blank\" rel=\"noreferrer noopener\">Alex Alleyne<\/a><\/cite><\/blockquote>\n<span class=\"citation-role\">Founder and CEO, SaaS Shift<\/span>\n<div class=\"post__social post__social--v2 post__social--blockquote\">\n\n\t\n\t<ul class=\"social-nav social-nav-v2\">\n\t\t\t\t\t<li class=\"social-nav__item\">\n\t\t\t\t<a\n\t\t\t\t\taria-label=\"Share on LinkedIn (Opens in a new tab)\"\n\t\t\t\t\thref=\"http:\/\/www.linkedin.com\/shareArticle?mini=true&#038;url=https%3A%2F%2Fwww.salesforce.com%2Feu%2Fblog%2Fsales-kpis%2F%3Futm_source%3DLinkedIn%26utm_medium%3Dorganic_social%26utm_campaign%3Dus_cbaw%26utm_content%3Dblog-ctt&#038;title=9%20Sales%20KPIs%20Every%20Sales%20Team%20Should%20Be%20Tracking\"\n\t\t\t\t\ttarget=\"_blank\"\n\t\t\t\t>\n\t\t\t\t\t\n<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"21\" height=\"21\" fill=\"none\"><path fill=\"#032D60\" d=\"M16.625 0H4.375A4.375 4.375 0 0 0 0 4.375v12.25A4.375 4.375 0 0 0 4.375 21h12.25A4.375 4.375 0 0 0 21 16.625V4.375A4.375 4.375 0 0 0 16.625 0M7 16.625H4.375V7H7zM5.687 5.89a1.54 1.54 0 0 1-1.53-1.543c0-.852.685-1.544 1.53-1.544.846 0 1.532.692 1.532 1.544S6.534 5.89 5.687 5.89M17.5 16.625h-2.625v-4.903c0-2.947-3.5-2.724-3.5 0v4.903H8.75V7h2.625v1.544c1.222-2.262 6.125-2.43 6.125 2.167z\" \/><\/svg>\n\t\t\t\t<\/a>\n\t\t\t<\/li>\n\t\t\t\t\t<li class=\"social-nav__item\">\n\t\t\t\t<a\n\t\t\t\t\taria-label=\"Share on Twitter (Opens in a new tab)\"\n\t\t\t\t\thref=\"https:\/\/x.com\/intent\/tweet?text=9%20Sales%20KPIs%20Every%20Sales%20Team%20Should%20Be%20Tracking&#038;url=https%3A%2F%2Fwww.salesforce.com%2Feu%2Fblog%2Fsales-kpis%2F%3Futm_source%3DTwitter%26utm_medium%3Dorganic_social%26utm_campaign%3Dus_cbaw%26utm_content%3Dblog-ctt&#038;via=salesforce\"\n\t\t\t\t\ttarget=\"_blank\"\n\t\t\t\t>\n\t\t\t\t\t\n<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"32\" height=\"32\" fill=\"#032D60\" viewBox=\"0 0 32 32\"><path d=\"M17.4 14.8 23 8.3h-1.3L16.8 14 13 8.3H8.5l5.9 8.5-5.9 6.8h1.3l5.1-6 4.1 6h4.5zm-1.8 2.1-.6-.8-4.7-6.8h2l3.8 5.5.6.8 5 7.1h-2z\" \/><\/svg>\n\t\t\t\t<\/a>\n\t\t\t<\/li>\n\t\t\t\t\t<li class=\"social-nav__item\">\n\t\t\t\t<a\n\t\t\t\t\taria-label=\"Share on Facebook (Opens in a new tab)\"\n\t\t\t\t\thref=\"https:\/\/www.facebook.com\/sharer\/sharer.php?u=https%3A%2F%2Fwww.salesforce.com%2Feu%2Fblog%2Fsales-kpis%2F%3Futm_source%3DFacebook%26utm_medium%3Dorganic_social%26utm_campaign%3Dus_cbaw%26utm_content%3Dblog-ctt\"\n\t\t\t\t\ttarget=\"_blank\"\n\t\t\t\t>\n\t\t\t\t\t\n<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"19\" height=\"19\" fill=\"none\"><path fill=\"#032D60\" d=\"M19 9.5a9.5 9.5 0 0 0-19 0c0 4.742 3.474 8.672 8.016 9.385v-6.639H5.604V9.5h2.412V7.407c0-2.38 1.418-3.696 3.588-3.696 1.04 0 2.127.185 2.127.185v2.338h-1.198c-1.18 0-1.549.733-1.549 1.484V9.5h2.635l-.421 2.746h-2.214v6.639C15.526 18.172 19 14.242 19 9.5\" \/><\/svg>\n\t\t\t\t<\/a>\n\t\t\t<\/li>\n\t\t\n\t\t<li class=\"social-nav__item\">\n\t\t\t<button\n\t\t\t\tclass=\"copy-share js-copy-link\"\n\t\t\t\taria-label=\"Copy link to clipboard\"\n\t\t\t\thref=\"#\"\n\t\t\t\tdata-clipboard-text='\"9 Sales KPIs Every Sales Team Should Be Tracking\" https:\/\/www.salesforce.com\/eu\/blog\/sales-kpis\/'\n\t\t\t>\n\t\t\t\t\n<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"20\" height=\"10\" fill=\"none\"><path fill=\"#032D60\" d=\"M14.586.406h-3.667V2.24h3.667a2.76 2.76 0 0 1 2.75 2.75 2.76 2.76 0 0 1-2.75 2.75h-3.667v1.833h3.667a4.585 4.585 0 0 0 4.583-4.583A4.585 4.585 0 0 0 14.586.406m-5.5 7.334H5.419a2.76 2.76 0 0 1-2.75-2.75 2.76 2.76 0 0 1 2.75-2.75h3.667V.406H5.419A4.585 4.585 0 0 0 .836 4.99a4.585 4.585 0 0 0 4.583 4.583h3.667zm-2.75-3.667h7.333v1.833H6.336z\" \/><\/svg>\n\t\t\t<\/button>\n\t\t<\/li>\n\t<\/ul>\n<\/div>\n<\/figure><\/div><\/div>\n\n\n<h2 class=\"wp-block-heading\" id=\"h-what-sales-kpi-dashboards-should-you-use\">What sales KPI dashboards should you use?<\/h2>\n\n\n\n<p>To make sure everyone is in the loop, you need dashboards that provide high-level status updates to C-suite executives and more granular, deal-based dashboards for your reps. You don&#8217;t have to worry about updating dashboards manually \u2014 automation and\u00a0<a href=\"https:\/\/www.salesforce.com\/uk\/sales\/artificial-intelligence\/\" target=\"_blank\" rel=\"noreferrer noopener\">AI-powered CRMs<\/a>\u00a0can pull data directly into customised dashboards to help you see progress toward KPIs without manual lift.\u00a0Use these insights to improve performance, like\u00a0tracking the fastest rep ramp times and checking in with those reps to see what worked that you could replicate.<\/p>\n\n\n\n<p>Here are the dashboards we recommend for how to track sales KPIs:<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-for-chief-revenue-officers-cros-and-sales-leaders\">For chief revenue officers (CROs) and sales leaders:<\/h3>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Home &#8220;State of the Union&#8221; Dashboard: <\/strong>This provides an overview of top-level, year-to-date performance by target KPIs. It gives you the most important metrics for your business on one screen, including notable open and closed deals (usually the biggest accounts by value), top sales reps by quota attainment, and overall sales performance vs.\u00a0<a href=\"https:\/\/www.salesforce.com\/eu\/blog\/building-a-sales-forecast-guide\/\" target=\"_blank\" rel=\"noreferrer noopener\">forecast<\/a>.<\/li>\n<\/ul>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-for-sales-managers\">For sales managers:<\/h3>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Pipeline Dashboard:<\/strong> Get a snapshot of each rep&#8217;s pipeline with this dashboard, including average sales cycles, average deal amounts, and conversion rates. You&#8217;ll get clarity on the progression of deals in each pipeline and identify problem areas you need to address quickly.<\/li>\n\n\n\n<li><strong>Team Activities Dashboard: <\/strong>See what your team&#8217;s doing to stay on top of active deals. Look at their total, completed, and overdue tasks and review each rep&#8217;s call and email logs.\u00a0Dive deeper into conversations by looking at AI-generated\u00a0call summaries. Use these summaries to identify customer sentiment and help move deals forward. Overall, this dashboard is key for monitoring rep engagement and\u00a0<a href=\"https:\/\/www.salesforce.com\/eu\/blog\/sales-process\/\" target=\"_blank\" rel=\"noreferrer noopener\">sales process<\/a>\u00a0efficiency.<\/li>\n<\/ul>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-for-sales-operations-sales-ops-teams\">For sales operations (sales ops) teams:<\/h3>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Performance Dashboard: <\/strong>Drill into closed deals by region, account, or product so you can see what&#8217;s contributing to high deal win rates or slowing conversions. Once you know the &#8220;why,&#8221; you can recommend strategy shifts for your team.<\/li>\n\n\n\n<li><strong>Stage Analysis Dashboard: <\/strong>This dashboard shows how deals across all reps are moving through the stages of the&nbsp;sales process, revealing bottlenecks and at-risk opportunities.&nbsp;Trends and patterns identified with AI can reveal opportunities for process improvements.<\/li>\n<\/ul>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-for-sales-reps\">For sales reps:<\/h3>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Rep and Team Leaderboard Dashboards: <\/strong>This is an overview of individual rep and team performance data, including\u00a0<a href=\"https:\/\/www.salesforce.com\/eu\/blog\/set-your-sales-quote-apart\/\" target=\"_blank\" rel=\"noreferrer noopener\">sales quotas<\/a>\u00a0attainment, leads in pipe, pipe generation, closed\/won deals, average sales cycle time, and sales activities.<\/li>\n<\/ul>\n\n\n\n<p>For more guidance, check out our article on key sales&nbsp;<a href=\"https:\/\/www.salesforce.com\/blog\/sales-management-dashboards\/\" target=\"_blank\" rel=\"noreferrer noopener\">KPI dashboards<\/a>&nbsp;that can help you hit or exceed your revenue targets.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-home-in-on-the-sales-kpis-that-matter-to-you\">Home in on the sales KPIs that matter to you<\/h2>\n\n\n\n<p>There&#8217;s no shortage of sales KPIs to track \u2014 but zeroing in on the right ones depends on what&#8217;s important to your business right now. First, identify overarching goals. For example, are you focused on driving growth or maximising revenue with existing resources and investments?<\/p>\n\n\n\n<p>Once you&#8217;re aligned on larger goals, you can select relevant sales KPIs to track and target metrics that will ensure you hit your broader business goals. Be sure to set up dashboards in a\u00a0<a href=\"https:\/\/www.salesforce.com\/uk\/sales\/cloud\/\" target=\"_blank\" rel=\"noreferrer noopener\">CRM<\/a>\u00a0accessible to all teams so you can see a clear view of progress toward the goals you&#8217;ve defined.<\/p>\n\n\n\n<div class=\"layout-one 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\">What trends drive sales productivity today?<\/h2>\n\t\t\t\t\t\t\t<p class=\"wp-block-offer__description\">Get the State of Sales Report to discover productivity insights from 7,700 sales professionals.<\/p>\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=\"_blank\" href=\"https:\/\/www.salesforce.com\/uk\/resources\/research-reports\/state-of-sales\/\">Get the free report<\/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\/eu\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-illustration-layout-one.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\/eu\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-accent-layout-one.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\/eu\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-cloud-layout-one.png\" alt=\"\">\n\t\t\n\t<\/div>\n","protected":false},"excerpt":{"rendered":"<p>More sales data isn&#8217;t always better. You need a clear focus on metrics that matter. Here are 9 critical sales KPIs to drive confident decisions and grow revenue.<\/p>\n","protected":false},"author":178,"featured_media":10537,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"sf_justforyou_enable_alt":true,"optimizely_content_id":"0175811f88374ab6aa5c74c135ebe3ca","post_meta_title":"","ai_synopsis":"","_jetpack_memberships_contains_paid_content":false,"footnotes":""},"sf_topic":[367,277,4,108],"sf_content_type":[],"coauthors":[379],"class_list":["post-10523","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","sf_topic-salesblazer","sf_topic-sales-strategy","sf_topic-sales","sf_topic-sales-cloud"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.2 (Yoast SEO v27.2) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>9 Sales KPIs Every Sales Team Should Be Tracking | Salesforce<\/title>\n<meta name=\"description\" content=\"Key performance indicators (KPIs) in sales measure how closely performance tracks to goals. Learn how to track the KPIs that drive revenue.\" \/>\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\/eu\/blog\/sales-kpis\/\" \/>\n<meta property=\"og:locale\" content=\"en_GB\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"9 Sales KPIs Every Sales Team Should Be Tracking\" \/>\n<meta property=\"og:description\" content=\"More sales data isn&#039;t always better. You need a clear focus on metrics that matter. Here are 9 critical sales KPIs to drive confident decisions and grow revenue.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.salesforce.com\/eu\/blog\/sales-kpis\/\" \/>\n<meta property=\"og:site_name\" content=\"Salesforce\" \/>\n<meta property=\"article:published_time\" content=\"2024-06-07T13:14:41+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2024-06-07T13:14:42+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/uploads\/sites\/14\/2023\/12\/Sales-KPIs-1.webp\" \/>\n\t<meta property=\"og:image:width\" content=\"889\" \/>\n\t<meta property=\"og:image:height\" content=\"500\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/webp\" \/>\n<meta name=\"author\" content=\"Jeffrey Steen\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Jeffrey Steen\" \/>\n\t<meta name=\"twitter:label2\" content=\"Estimated reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"11 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/www.salesforce.com\/eu\/blog\/sales-kpis\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/www.salesforce.com\/eu\/blog\/sales-kpis\/\"},\"author\":[{\"@id\":\"https:\/\/www.salesforce.com\/eu\/blog\/#\/schema\/person\/image\/89ed06cde81665dc86e2ac014ae2ff30\"}],\"headline\":\"9 Sales KPIs Every Sales Team Should Be Tracking\",\"datePublished\":\"2024-06-07T13:14:41+00:00\",\"dateModified\":\"2024-06-07T13:14:42+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/www.salesforce.com\/eu\/blog\/sales-kpis\/\"},\"wordCount\":2360,\"commentCount\":0,\"image\":{\"@id\":\"https:\/\/www.salesforce.com\/eu\/blog\/sales-kpis\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/uploads\/sites\/14\/2023\/12\/Sales-KPIs-1.webp\",\"inLanguage\":\"en-GB\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\/\/www.salesforce.com\/eu\/blog\/sales-kpis\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.salesforce.com\/eu\/blog\/sales-kpis\/\",\"url\":\"https:\/\/www.salesforce.com\/eu\/blog\/sales-kpis\/\",\"name\":\"9 Sales KPIs Every Sales Team Should Be Tracking | Salesforce\",\"isPartOf\":{\"@id\":\"https:\/\/www.salesforce.com\/eu\/blog\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/www.salesforce.com\/eu\/blog\/sales-kpis\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/www.salesforce.com\/eu\/blog\/sales-kpis\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/uploads\/sites\/14\/2023\/12\/Sales-KPIs-1.webp\",\"datePublished\":\"2024-06-07T13:14:41+00:00\",\"dateModified\":\"2024-06-07T13:14:42+00:00\",\"author\":{\"@id\":\"https:\/\/www.salesforce.com\/eu\/blog\/#\/schema\/person\/6f85f844c64aaf461bb13b8237c05d01\"},\"description\":\"Key performance indicators (KPIs) in sales measure how closely performance tracks to goals. Learn how to track the KPIs that drive revenue.\",\"breadcrumb\":{\"@id\":\"https:\/\/www.salesforce.com\/eu\/blog\/sales-kpis\/#breadcrumb\"},\"inLanguage\":\"en-GB\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/www.salesforce.com\/eu\/blog\/sales-kpis\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"en-GB\",\"@id\":\"https:\/\/www.salesforce.com\/eu\/blog\/sales-kpis\/#primaryimage\",\"url\":\"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/uploads\/sites\/14\/2023\/12\/Sales-KPIs-1.webp\",\"contentUrl\":\"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/uploads\/sites\/14\/2023\/12\/Sales-KPIs-1.webp\",\"width\":889,\"height\":500,\"caption\":\"Sales KPIs (key performance indicators) keep everyone aligned on metrics that drive company growth. [Studio Science]\"},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/www.salesforce.com\/eu\/blog\/sales-kpis\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/www.salesforce.com\/eu\/blog\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"9 Sales KPIs Every Sales Team Should Be Tracking\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/www.salesforce.com\/eu\/blog\/#website\",\"url\":\"https:\/\/www.salesforce.com\/eu\/blog\/\",\"name\":\"Salesforce\",\"description\":\"News, tips, and insights from the global cloud leader\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/www.salesforce.com\/eu\/blog\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"en-GB\"},{\"@type\":\"Person\",\"@id\":\"https:\/\/www.salesforce.com\/eu\/blog\/#\/schema\/person\/image\/89ed06cde81665dc86e2ac014ae2ff30\",\"name\":\"Jeffrey Steen\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-GB\",\"@id\":\"https:\/\/www.salesforce.com\/eu\/blog\/#\/schema\/person\/image\/37f6ca0ba4c128f9ca51f513dc1a9cc6\",\"url\":\"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/uploads\/sites\/14\/2024\/05\/jeffrey-steen.webp?w=150&h=150&crop=1\",\"contentUrl\":\"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/uploads\/sites\/14\/2024\/05\/jeffrey-steen.webp?w=150&h=150&crop=1\",\"width\":\"150\",\"height\":\"150\",\"caption\":\"Jeffrey Steen\"},\"description\":\"As a business and marketing writer for 15 years, Jeffrey specialises in skill-up content at Salesforce. His work touches on everything from sales fundamentals to employee coaching, leadership best practices, and growth strategies.\",\"url\":\"https:\/\/www.salesforce.com\/eu\/blog\/author\/jeffrey-steen\/\"}]}<\/script>\n<!-- \/ Yoast SEO Premium plugin. -->","yoast_head_json":{"title":"9 Sales KPIs Every Sales Team Should Be Tracking | Salesforce","description":"Key performance indicators (KPIs) in sales measure how closely performance tracks to goals. Learn how to track the KPIs that drive revenue.","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/www.salesforce.com\/eu\/blog\/sales-kpis\/","og_locale":"en_GB","og_type":"article","og_title":"9 Sales KPIs Every Sales Team Should Be Tracking","og_description":"More sales data isn't always better. You need a clear focus on metrics that matter. Here are 9 critical sales KPIs to drive confident decisions and grow revenue.","og_url":"https:\/\/www.salesforce.com\/eu\/blog\/sales-kpis\/","og_site_name":"Salesforce","article_published_time":"2024-06-07T13:14:41+00:00","article_modified_time":"2024-06-07T13:14:42+00:00","og_image":[{"width":889,"height":500,"url":"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/uploads\/sites\/14\/2023\/12\/Sales-KPIs-1.webp","type":"image\/webp"}],"author":"Jeffrey Steen","twitter_card":"summary_large_image","twitter_misc":{"Written by":"Jeffrey Steen","Estimated reading time":"11 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"Article","@id":"https:\/\/www.salesforce.com\/eu\/blog\/sales-kpis\/#article","isPartOf":{"@id":"https:\/\/www.salesforce.com\/eu\/blog\/sales-kpis\/"},"author":[{"@id":"https:\/\/www.salesforce.com\/eu\/blog\/#\/schema\/person\/image\/89ed06cde81665dc86e2ac014ae2ff30"}],"headline":"9 Sales KPIs Every Sales Team Should Be Tracking","datePublished":"2024-06-07T13:14:41+00:00","dateModified":"2024-06-07T13:14:42+00:00","mainEntityOfPage":{"@id":"https:\/\/www.salesforce.com\/eu\/blog\/sales-kpis\/"},"wordCount":2360,"commentCount":0,"image":{"@id":"https:\/\/www.salesforce.com\/eu\/blog\/sales-kpis\/#primaryimage"},"thumbnailUrl":"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/uploads\/sites\/14\/2023\/12\/Sales-KPIs-1.webp","inLanguage":"en-GB","potentialAction":[{"@type":"CommentAction","name":"Comment","target":["https:\/\/www.salesforce.com\/eu\/blog\/sales-kpis\/#respond"]}]},{"@type":"WebPage","@id":"https:\/\/www.salesforce.com\/eu\/blog\/sales-kpis\/","url":"https:\/\/www.salesforce.com\/eu\/blog\/sales-kpis\/","name":"9 Sales KPIs Every Sales Team Should Be Tracking | Salesforce","isPartOf":{"@id":"https:\/\/www.salesforce.com\/eu\/blog\/#website"},"primaryImageOfPage":{"@id":"https:\/\/www.salesforce.com\/eu\/blog\/sales-kpis\/#primaryimage"},"image":{"@id":"https:\/\/www.salesforce.com\/eu\/blog\/sales-kpis\/#primaryimage"},"thumbnailUrl":"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/uploads\/sites\/14\/2023\/12\/Sales-KPIs-1.webp","datePublished":"2024-06-07T13:14:41+00:00","dateModified":"2024-06-07T13:14:42+00:00","author":{"@id":"https:\/\/www.salesforce.com\/eu\/blog\/#\/schema\/person\/6f85f844c64aaf461bb13b8237c05d01"},"description":"Key performance indicators (KPIs) in sales measure how closely performance tracks to goals. Learn how to track the KPIs that drive revenue.","breadcrumb":{"@id":"https:\/\/www.salesforce.com\/eu\/blog\/sales-kpis\/#breadcrumb"},"inLanguage":"en-GB","potentialAction":[{"@type":"ReadAction","target":["https:\/\/www.salesforce.com\/eu\/blog\/sales-kpis\/"]}]},{"@type":"ImageObject","inLanguage":"en-GB","@id":"https:\/\/www.salesforce.com\/eu\/blog\/sales-kpis\/#primaryimage","url":"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/uploads\/sites\/14\/2023\/12\/Sales-KPIs-1.webp","contentUrl":"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/uploads\/sites\/14\/2023\/12\/Sales-KPIs-1.webp","width":889,"height":500,"caption":"Sales KPIs (key performance indicators) keep everyone aligned on metrics that drive company growth. [Studio Science]"},{"@type":"BreadcrumbList","@id":"https:\/\/www.salesforce.com\/eu\/blog\/sales-kpis\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/www.salesforce.com\/eu\/blog\/"},{"@type":"ListItem","position":2,"name":"9 Sales KPIs Every Sales Team Should Be Tracking"}]},{"@type":"WebSite","@id":"https:\/\/www.salesforce.com\/eu\/blog\/#website","url":"https:\/\/www.salesforce.com\/eu\/blog\/","name":"Salesforce","description":"News, tips, and insights from the global cloud leader","potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/www.salesforce.com\/eu\/blog\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"en-GB"},{"@type":"Person","@id":"https:\/\/www.salesforce.com\/eu\/blog\/#\/schema\/person\/image\/89ed06cde81665dc86e2ac014ae2ff30","name":"Jeffrey Steen","image":{"@type":"ImageObject","inLanguage":"en-GB","@id":"https:\/\/www.salesforce.com\/eu\/blog\/#\/schema\/person\/image\/37f6ca0ba4c128f9ca51f513dc1a9cc6","url":"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/uploads\/sites\/14\/2024\/05\/jeffrey-steen.webp?w=150&h=150&crop=1","contentUrl":"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/uploads\/sites\/14\/2024\/05\/jeffrey-steen.webp?w=150&h=150&crop=1","width":"150","height":"150","caption":"Jeffrey Steen"},"description":"As a business and marketing writer for 15 years, Jeffrey specialises in skill-up content at Salesforce. His work touches on everything from sales fundamentals to employee coaching, leadership best practices, and growth strategies.","url":"https:\/\/www.salesforce.com\/eu\/blog\/author\/jeffrey-steen\/"}]}},"jetpack_featured_media_url":"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/uploads\/sites\/14\/2023\/12\/Sales-KPIs-1.webp","jetpack_sharing_enabled":true,"distributor_meta":false,"distributor_terms":false,"distributor_media":false,"distributor_original_site_name":"Salesforce","distributor_original_site_url":"https:\/\/www.salesforce.com\/eu\/blog","push-errors":false,"_links":{"self":[{"href":"https:\/\/www.salesforce.com\/eu\/blog\/wp-json\/wp\/v2\/posts\/10523","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.salesforce.com\/eu\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.salesforce.com\/eu\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.salesforce.com\/eu\/blog\/wp-json\/wp\/v2\/users\/178"}],"replies":[{"embeddable":true,"href":"https:\/\/www.salesforce.com\/eu\/blog\/wp-json\/wp\/v2\/comments?post=10523"}],"version-history":[{"count":2,"href":"https:\/\/www.salesforce.com\/eu\/blog\/wp-json\/wp\/v2\/posts\/10523\/revisions"}],"predecessor-version":[{"id":10538,"href":"https:\/\/www.salesforce.com\/eu\/blog\/wp-json\/wp\/v2\/posts\/10523\/revisions\/10538"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.salesforce.com\/eu\/blog\/wp-json\/wp\/v2\/media\/10537"}],"wp:attachment":[{"href":"https:\/\/www.salesforce.com\/eu\/blog\/wp-json\/wp\/v2\/media?parent=10523"}],"wp:term":[{"taxonomy":"sf_topic","embeddable":true,"href":"https:\/\/www.salesforce.com\/eu\/blog\/wp-json\/wp\/v2\/sf_topic?post=10523"},{"taxonomy":"sf_content_type","embeddable":true,"href":"https:\/\/www.salesforce.com\/eu\/blog\/wp-json\/wp\/v2\/sf_content_type?post=10523"},{"taxonomy":"author","embeddable":true,"href":"https:\/\/www.salesforce.com\/eu\/blog\/wp-json\/wp\/v2\/coauthors?post=10523"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}