As a data-driven modern sales leader, you already understand the benefits of sales KPIs: They provide you with an objective way to measure and coach around every step of the sales process; improve decision-making for sales reps on where they spend time; and help you maintain pacing toward revenue targets.
But sometimes, defining KPIs can be the hardest part. How do you know what metrics are right for your team? Do you use leading indicators or lagging indicators? Or Both?
The first thing to know is that KPIs have to be relevant to your team and sales process. What works for one sales team may not work for another. That’s why we broke the KPIs down by sales role and industry in the first ever Sales KPI Report. We analyzed over 1,500 activities being used to manage and motivate more than 100 sales teams.
The second thing to know about KPIs is that they will be adjusted over time. Maybe you pick out a few sales KPIs and after some time find they aren’t driving revenue. That’s totally okay. Discard them, and try again with something else. (But be sure to explain to your sales team why you’re replacing those KPIs).
The most important step is to just get started. Take a look at these 40 sales KPIs and see if you can choose 3-4 that would work for your team (An industry best practice is to use 3 leading indicators and 1 lagging indicator).
40 Sales KPIs for Inside Sales Reps
- Conversations
- Talk Time
- Proposals
- Pipe in Contract
- Wins
- Bringing Opp to 90%
- Discovery Calls
- ROI Discussions
- Close Rate
- Contacts Added
- Advancing Opportunities
- Clearslide Pitch
- Calls
- Demo Completed
- Pulsecheck
- 3+ Minute Conversations
- Marketing Leads Created
- Meetings Scheduled
- Win Ratio
- Outbound Activity
- New Logo
- Opportunities Created
- Forecast vs. Bookings
- Closing Calls
- Deal Size
- Activities Completed
- Consultations
- Proposals Sent
- Emails Sent
- First Meetings
- Face to Face Meetings
- Apps Submitted
- Assessment Completed
- Contacts Added
- Talk Time
- Pipeline vs Future Quarter Quota
- Events
- Sales Cycle Length
- Senior Buyer Connect
- New Biz Opps
Want to learn about how today’s inside sales leaders are using KPIs? Secure your copy of The Complete Sales KPI Strategy Guide for Inside Sales Teams. You’ll walk away with KPI research, expert advice and a new methodology that can help you drive revenue through a metrics-driven sales approach.
