May 5, 2013

KPIs for Sales

Of course - totally correct - but so easily forgotten. To summarize what was said ::

Leading indicators: KPI’s for funnel development

Number of qualified leads in the pipeline
Sales cycle length
Total length of time to qualify a new prospect
Qualified to proposal ratios
Number of evaluations / short lists per year
Number of new (first) client meetings per month
Cold lead to qualified ratios with conversion rates

Lagging indicators: Revenue and quota focused KPI

Proposal to closed ratio
Average deal size
Number of sales per year
Annual quota
New vs. existing client sales

KPI’s for Account Management and client retention / growth

Average client growth year over year
Client retention rates

… but more importantly to see how and why, click through …..

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