KPIs & metrics help teams perform to the best of their ability

Sales teams are the driving force behind your business. You drive revenue, and your efforts are the first thing that your CEO talks about with the board or shareholders. Your sales numbers are top of mind for everyone in the business.

Top performing sales teams are adapting to an ultra competitive, accelerated business environment by being data-driven. Everything in sales is measurable, and that's good, because anything you can measure you can improve. Key performance indicators (KPIs) and metrics act like a compass and help you stay laser focused on achieving results.

This resource is designed to help sales professionals like yourself learn the basics of KPIs and metrics, and to find examples you can apply to your own work.

See the examples below to get visual and practical examples of how these are implemented in sales organizations.

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Sales Growth Metrics and KPIs - Sales KPIs & Sales Metrics

Sales Growth Metrics and KPIs

Sales growth is one of the most important sales metrics for any organization to track.

Sales Targets - Setting performance target KPIs - Sales Metrics

Sales Target

Use this sales KPI to track your current performance against a revenue objective.

Sales KPIs & Sales Metrics | Sales Opportunities

Sales Opportunities

Prioritize sales activities based on metrics associated with new and existing opportunities.

Sales KPIs & Sales Metrics | Sales-to-Date

Sales-to-Date

Sales-to-date tracks metrics associated with revenue in a given time period.

Sales KPIs & Sales Metrics | Cannibalization Rate of New Product Offering

Cannibalization rate in sales and marketing

The cannibalization metric is used to inform sales and marketing on product and revenue decisions.

Sales KPIs & Sales Metrics | Lead Conversion Rate

Sales Conversion Rate

How well does your team convert prospects into new customers?

Sales KPIs & Sales Metrics | Product Performance

Product Performance

Use the product performance sales metric to track top performers and weed out products that don't sell.

Sales KPIs & Sales Metrics | Sell-Through Rate

Sell-Through Rate

Use this sales metric to track product sold versus inventory stocked in a month.

Sales KPIs & Sales Metrics | Sales Per Rep

Sales per Rep

Measure the performance of each of your sales reps or sales teams.

Sales KPIs & Sales Metrics | Quote To Close Ratio

Sales Closing Ratio

Measure the number of formal quotes sent compared to the number of deals closed.

Sales KPIs & Sales Metrics | Sales by Region

Sales by Region

This sales metric tracks regional sales.

Sales KPIs & Sales Metrics | Average Purchase Value

Average Purchase Value

Measure the average sales value of each transaction using this sales metric.

Sales KPIs & Sales Metrics | Baseline Sales

Baseline Sales

Subtract marketing for the equation to see your baseline sales metric.

Sales KPIs & Sales Metrics | Customer Acquisition

Customer Acquisition

Use this sales metric to measure your customer acquisition and marketing efforts.

Sales KPIs & Sales Metrics | Sales Bookings

Sales Bookings

Measure the value of bookings over a specific time period.

Sales KPIs & Sales Metrics | Trial Accounts

Trial Accounts

For a software product, tracking the trial accounts sales metrics keeps the team focused on new prospects and opportunities.

Sales KPIs & Sales Metrics | Potential New Clients Contacted

Potential New Clients Contacted

This sales metric track the number of new leads contacted by the team.

Sales KPIs & Sales Metrics | Missed Sales Opportunities

Missed Sales Opportunities

Use this sales metric to track lost opportunities.

Sales KPIs & Sales Metrics | Gross Margin Return on Investment

Gross Margin Return on Investment (GMROI)

Measure the total revenue gained after covering the investment of making the sale.

Sales KPIs & Sales Metrics | Sales Force Effectiveness

Sales Force Effectiveness

Use the Sale Force Effectiveness metric to measure your team's performance

Sales KPIs & Sales Metrics | Adjusted Trial Rate

Adjusted Trial Rate

The adjusted trial rate sales metric to gauge awareness and interest in your product.

Sales KPIs & Sales Metrics | Channel Margin

Channel Margin

Use this sales metric to measure the margin achieved throughout operating sales channels.

Sales KPIs & Sales Metrics | Conversation to Appointment Rate

Conversation to Appointment Rate

This sales metric measures the total number of conversations that result in new appointments or demos.

Sales KPIs & Sales Metrics | Sales Cycle Duration

Sales Cycle Duration

Use this sales metric to measure the time it takes to close a deal from start to finish.

Sales KPIs & Sales Metrics | Sales Value Productivity

Sales Value Productivity

Use this sales metric to measure average deal size by agent.

Sales KPIs & Sales Metrics | Unit Sales to Average Market Unit Sales

Unit Sales to Average Market Unit Sales

Use this sales KPI to track your total market share.

Sales KPIs & Sales Metrics | Revenue to Average Market Sales Revenue Ratio

Revenue to Average Market Sales Revenue Ratio

This sales KPI tracks your revenue against your competition.

Sales KPIs & Sales Metrics | Promotions Conducted

Promotions Conducted

This sales metrics tracks the performance of your promotions.

Sales KPIs & Sales Metrics | Repeat Purchase Volume

Repeat Purchase Volume

Use this sales metric to analyze the number of repeat customers.

Sales KPIs & Sales Metrics | Purchase Frequency

Purchase Frequency

Use this sales metric to measure how often a customer makes a purchase.

Sales KPIs & Sales Metrics | Leads Generated by Agents

Leads Generated by Agents

Use this sales metric to see how effective your agents are at generating leads.

Sales KPIs & Sales Metrics | Selling Costs to Sales Ratio

Selling Costs to Sales Ratio

Use this sales metric to analyze the relationship between selling costs and sales revenue.

Sales KPIs & Sales Metrics | Potential Revenue in the Sales Pipeline

Potential Revenue in the Sales Pipeline

Use this sales KPI to track revenue in your sales pipeline.

Sales KPIs & Sales Metrics | Sales Growth by Market Segment

Sales Growth by Market Segment

Growth by segment is an important sales metric for your team to track.

Sales KPIs & Sales Metrics | Percent of Revenue from New Products

Percent of Revenue from New Products

This sales metric measures the % of revenue you generate from new products and services.

Sales KPIs & Sales Metrics | Orders Cancelled by Reason

Orders Cancelled by Reason

This sales metric examines why orders are cancelled and sorts them by reason.

Sales KPIs & Sales Metrics |  Order Frequency

Order Frequency

Measure the average amount of orders coming in during a specific time period.

Sales KPIs & Sales Metrics |  Successful to Unsuccessful Tenders

Successful to Unsuccessful Tenders

This sales metric tracks the number of successful offers you tender.

Sales KPIs & Sales Metrics |  Revenue Gained from Top Customers

Revenue Gained from Top Customers

This sales KPI tracks revenue by your top customers.

Sales KPIs & Sales Metrics |  Product-Line Profitability

Product-Line Profitability

This sales metric measures the total profit gained from a specific product line.

Sales KPIs & Sales Metrics |  Sales Orders Filled per unit Time

Sales Orders Filled per unit Time

Measure the average amount of sales orders filled within a specific time period.

Sales KPIs & Sales Metrics |  Sales Orders Filled per FTE

Sales Orders Filled per FTE (Full Time Equivalent)

Use this sales metric to track orders by full time employee.

Sales KPIs & Sales Metrics |  Sales Turnover

Sales Turnover

Measure the total value of products or services that were sold or provided.

Sales KPIs & Sales Metrics | Sales Revenue per Hour

Sales Revenue per Hour

This sales metric tracks the total amount of revenue produced in an hour.

Sales KPIs & Sales Metrics |  Store Conversion Rate

Store Conversion Rate

Use this sales metric to measure your store's conversion rate.

Sales KPIs & Sales Metrics |  % Markdown Goods

% Markdown Goods

Measure the share of sales for products with markdowns out of the total product landscape.

Sales KPIs & Sales Metrics | Sales by Department

Sales by Department

Use this sales metric to measure revenue generated by departments within your sales organization.

Sales KPIs & Sales Metrics | Selling Opportunity

Selling Opportunity

Use this sales metric to track the number of unique users that access your store or website.

Sales KPIs & Sales Metrics |  Repurchases of Services Following Project Completion

Repurchases of Services Following Project Completion

Measure the impact of finishing a project has on a customer’s repurchasing behavior.

Sales KPIs & Sales Metrics |  Activated New Business Value

Activated New Business Value

This sales metric measures the value of all new business contracts within a specific time period.

Sales KPIs & Sales Metrics | Time to Break Even

Time to Break Even

Use this sales KPI to track how long it takes to get a product, project, or organization profitable.

Sales KPIs & Sales Metrics | Coupon Conversion

Coupon Conversion

How effective are your coupons at generating sales? Use this sale metric to find out.

Sales KPIs & Sales Metrics | Sales Quota Attainment

Sales Quota Attainment

Measure the time period it takes for a specific sales quota to be achieved.

Sales KPIs & Sales Metrics |  Percent Closing Ratio

Percent Closing Ratio

This sales metric measures how many sales proposals result in a sale.

Sales KPIs & Sales Metrics |  First Appointment-to-Sales Ratio

First Appointment-to-Sales Ratio

Monitor the number of sales appointments that move onto the next stage in the sales funnel.

Sales KPIs & Sales Metrics |  Revenue per Successful Call

Revenue per Successful Call

This sales metric measures the revenue generated by successful outbound calls.

Sales KPIs & Sales Metrics | Average Profit Margin

Average Profit Margin

Measures the average profit generated from the sale of a specific service, product or product/service category.

Sales KPIs & Sales Metrics | Sales by Contact Method

Sales by Contact Method

This sales metric tracks which contact methods generate the most sales and revenue.

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Trusted by more than 10,000 companies of all shapes and sizes