Glossary
Key performance indicator (KPI)
Crucial sales targets necessary for success
A key performance indicator (KPI) measures a specific target that’s crucial to your sales team’s success.
Prospecting goals are a form of KPI. Metrics such as “number of demos booked” is an important prospecting goal that indicates how many new customers you’ll have this month and next. Therefore, a KPI may be “10 demos booked per month.”
All sales teams need KPIs to monitor important sales activities. As a bonus, KPIs provide transparency to the sales team and tell them which activities are the most important, and how many of each activity is expected.
Great sales organizations go one step further and award bonuses for KPI attainment.
Prospecting goals are a form of KPI. Metrics such as “number of demos booked” is an important prospecting goal that indicates how many new customers you’ll have this month and next. Therefore, a KPI may be “10 demos booked per month.”
All sales teams need KPIs to monitor important sales activities. As a bonus, KPIs provide transparency to the sales team and tell them which activities are the most important, and how many of each activity is expected.
Great sales organizations go one step further and award bonuses for KPI attainment.