9 Sales KPIs Every Sales Team Should Be Tracking
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.
Ever been overwhelmed by the sheer volume of sales data you’re tracking — and confused by the metrics that matter? You’re not the only one. Research firm McKinsey highlighted this as a troubling trend recently: Too much data and no focus has made it difficult for sales leaders to reach clear “aha” moments that drive confident decisions and sustainable growth.
Fortunately, there’s a clear path forward. To ensure you’re maximizing 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.
Below, we give you everything you need to know about sales KPIs that ensure a healthy, productive, and growing business.
What you’ll learn:
What are KPIs in sales?
Why are sales KPIs so important?
What are the most important sales KPIs?
1. Annual contract value (ACV)
2. Customer lifetime value (CLV)
3. New leads in pipeline
4. Average age of leads in pipeline
5. Conversion rate
6. Rep retention
7. Average rep ramp time
9. Customer retention
What sales KPI dashboards should you use?
A sales KPI dashboard helps leaders sift through a whirlwind of sales data to figure out what is actually impacting company growth. Not all dashboards are created equal, however. The best ones — powered by an intuitive CRM — don’t just display numbers, they provide a clear picture of sales and company health so everyone from sales reps to leaders can make decisions that keep revenue flowing. 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.
Here are the dashboards we recommend for tracking sales KPIs: