Sales KPIs are not just for inside sales teams.
That’s because, as Activity Based Selling tells us, winning a sale is the outcome of a cascading chain of controllable activities. Whether your sales cycle is long or short, simple or complex, small business or enterprise: there’s still a set of specific activities that have to occur to go from opportunity to close.
Think about it: Just like there are specific activities that drive an inside sales process (such as calls, meetings scheduled and demos completed), field sales is fueled by behaviors like face-to-face meetings, VP-level conversations and opportunities created.
When we put together the inaugural Sales KPI Report, we analyzed more than 1,500 sales activities managed and motivated in over 100 sales organizations. Because the KPI discovery and implementation process is specific to the type of sales team you have, we then released the Complete Sales KPI Guide for Field Sales Teams.
Based on our research, here are 35 sales KPI ideas for field sales teams:
Sales KPI Ideas for Field Sales
- Wins
- Face to Face Meetings
- VP Level Conversations
- Opportunities Created
- Win Ratio
- Strategies Selling Plans Completed
- Calls
- Meetings
- Demo Completed
- Activities Completed
- Proposals Sent
- Meetings Scheduled
- Emails Sent
- Outbound Activity
- First Meetings
- Contacts Added
- Talk Time
- Events
- New Biz Opps
- New Logo
- Pipeline in Contract
- Advancing Opportunities
- Assessment Completed
- Forecast vs. Bookings
- Consultations
- 4+ Minute Conversations
- Head of Sales Connect
- Marketing Leads Created
- Closing Calls
- Clearslide Pitch
- Pulsecheck
- Pipeline vs. Future Quarter Quota
- Senior Buyer Connect
- Bringing Opp to 90%
- Apps Submitted
Interested in learning more about how field sales leaders use KPIs, what KPIs experts recommend for field sales teams and how to implement an Activity Based Selling methodology around KPIs that will accelerate revenue? Grab your copy of our brand new KPI guide for field sales teams.
