{"id":10017,"date":"2021-12-03T09:30:00","date_gmt":"2021-12-03T04:00:00","guid":{"rendered":"https:\/\/kylas.io\/?p=10017"},"modified":"2023-09-26T20:11:56","modified_gmt":"2023-09-26T14:41:56","slug":"kpis-for-sales","status":"publish","type":"post","link":"https:\/\/kylas.io\/en\/sales-effectiveness\/kpis-for-sales","title":{"rendered":"KPIs For Sales: Must-Track Sales Metrics for Your Business Growth"},"content":{"rendered":"\n<p class=\"has-medium-font-size\">Businesses run on <a href=\"https:\/\/kylas.io\/crm-productivity\/crm-data\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\">data and metrics<\/span><\/a>. You can only improve various business areas if you know how to measure their success &#8211; and sales is no different.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Identifying the right KPIs for sales is all the more essential for growing businesses. It helps you make important decisions and build a robust sales process for the long run. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">When it comes to choosing <a href=\"https:\/\/kylas.io\/sales-effectiveness\/sales-performance-metrics\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\">sales metrics<\/span><\/a>, it\u2019s not the number of KPIs that matters. You rather need to focus on the relevance of these metrics and what they reveal about your sales process. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">In fact, choosing too many KPIs and monitoring them to measure sales performance will only make your analysis more complex, not yielding any useful insights.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">This article aims to help you to understand what KPIs in sales mean and which KPIs matter the most to your business.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-ht-block-toc  is-style-outline htoc htoc--position-wide toc-list-style-plain\" data-htoc-state=\"expanded\"><span class=\"htoc__title\"><span class=\"ht_toc_title\">Table of Contents<\/span><span class=\"htoc__toggle\"><svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"16\" height=\"16\"><g fill=\"#444\"><path d=\"M15 7H1c-.6 0-1 .4-1 1s.4 1 1 1h14c.6 0 1-.4 1-1s-.4-1-1-1z\"><\/path><path d=\"M15 1H1c-.6 0-1 .4-1 1s.4 1 1 1h14c.6 0 1-.4 1-1s-.4-1-1-1zM15 13H1c-.6 0-1 .4-1 1s.4 1 1 1h14c.6 0 1-.4 1-1s-.4-1-1-1z\"><\/path><\/g><\/svg><\/span><\/span><div class=\"htoc__itemswrap\"><ul class=\"ht_toc_list\"><li class=\"\"><a href=\"#htoc-what-do-kpis-for-sales-mean\">What Do KPIs for Sales Mean?<\/a><\/li><li class=\"\"><a href=\"#htoc-why-is-choosing-the-right-kpis-for-sales-important\">Why Is Choosing the Right KPIs for Sales Important?<\/a><\/li><li class=\"\"><a href=\"#htoc-how-to-choose-the-right-kpis-for-sales-teams\">How to Choose the Right Sales KPIs?<\/a><\/li><li class=\"\"><a href=\"#htoc-top-10-kpis-for-sales\">Top 10 KPIs for Sales<\/a><\/li><li class=\"\"><a href=\"#htoc-track-your-kpis-for-sales-with-kylas\">Track Your KPIs for Sales with Kylas<\/a><\/li><\/ul><\/div><\/div>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"htoc-what-do-kpis-for-sales-mean\"><strong>What Do KPIs for Sales Mean?<\/strong><\/h2>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\"><strong>Key Performance Indicators <\/strong>or<strong> KPIs <\/strong>for sales are metrics that tell you about your sales team&#8217;s performance. They also tell you how the sales process can be improved to generate more revenue. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">A successful sales process does not just depend on the convincing skills of your sales team but also on data. Data that gives you valuable insights into your existing process will help you predict future trends and make improvements where needed.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"ub-styled-box ub-notification-box\" id=\"ub-styled-box-e727cdb8-a295-441b-b748-b4aa2b24d6ae\">\n\n\n<p class=\"has-medium-font-size\">Looking for a CRM to supercharge your sales engine and streamline sales efforts? Try Kylas, an easy-to-use CRM, uniquely designed for growing businesses.&nbsp;<a href=\"https:\/\/kylas.io\/?ref=demo\" target=\"_blank\" rel=\"noreferrer noopener\">Schedule a demo today!<\/a><\/p>\n\n\n<\/div>\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"htoc-why-is-choosing-the-right-kpis-for-sales-important\"><strong>Why Is Choosing the Right KPIs for Sales Important?<\/strong><\/h2>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">First, you need to understand what we mean by the right KPIs. Ideally, every bit of data that you can collect should be valuable for your sales team because it gives them valuable insights into the sales process. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Yet, some metrics are considered more relevant than others. By focusing on the not-so-relevant data, you will only be wasting your time. Why is that?<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">That is because your KPIs should be aligned with your growing businesses&#8217; objectives and goals. The metrics you measure have to tell you whether you are nearing your goals.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">If yes, at what pace. This will help you decide whether your sales strategy is working perfectly or if it needs to be modified to improve your outcomes.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">The more data you collect without filtering for relevance and usefulness, the more work your sales team has to do in monitoring these metrics. So you are spending too much time and energy tracking things that don\u2019t make much difference to your conversions or revenue.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">There is a method to selecting the right metrics for your sales process too.<\/p>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"htoc-how-to-choose-the-right-kpis-for-sales-teams\"><strong>How to Choose the Right Sales KPIs?<\/strong><\/h2>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">When trying to figure out which KPIs would be useful to your sales team, you can follow the sequence of steps we\u2019ve listed below.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-full is-resized\"><img decoding=\"async\" loading=\"lazy\" src=\"https:\/\/kylas.io\/wp-content\/uploads\/2021\/12\/How-to-choose-Right-KPI-for-sales-team_.png\" alt=\"Infographic on How to choose the right KPIs for sales teams\" class=\"wp-image-10147\" style=\"width:768px;height:356px\" width=\"768\" height=\"356\" title=\"How to choose the right KPIs for sales teams\" srcset=\"https:\/\/kylas.io\/en\/wp-content\/uploads\/2021\/12\/How-to-choose-Right-KPI-for-sales-team_.png 1024w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2021\/12\/How-to-choose-Right-KPI-for-sales-team_-300x139.png 300w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2021\/12\/How-to-choose-Right-KPI-for-sales-team_-768x356.png 768w\" sizes=\"(max-width: 767px) 89vw, (max-width: 1000px) 54vw, (max-width: 1071px) 543px, 580px\" \/><\/figure><\/div>\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-define-your-goals\" style=\"font-size:22px\">1. <strong>Define Your Goals<\/strong><\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">If you want to identify metrics that help you measure the sales team&#8217;s performance, the KPIs have to be relevant to your sales goals. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">But before that, you will need to set your sales goals right in the first place. Define your specific objectives and goals. Your objectives for sales could be to increase revenue by a certain percentage or to acquire a certain number of new clients in the next year. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">It could also be to close X number of deals in a year, and so on.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">You can have one primary goal and a number of secondary goals that support the primary objective. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">For example, say, your primary goal is to increase the number of customers by 100 in the coming year. To support this goal, you can also set secondary goals such as converting at least 3 customers every week.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">When you know your goals, it is easier to determine if you are achieving your short-term objectives.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h4 class=\"wp-block-heading\" id=\"htoc-identify-the-actions-that-take-you-closer-to-the-goals\" style=\"font-size:22px\">2. <strong>Identify the Actions That Take You Closer to the Goals<\/strong><\/h4>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Once the goals are set, you will need to determine what are the team and individual actions required to achieve these goals. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">For instance, if your goal is to acquire X new customers, determine which activities will help you in doing so. In this case, the necessary activity could be increasing outreach &#8211; calling more leads, sending out more cold emails, and organizing events.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">You can then select KPIs that best measure these actions and how your sales team is performing in these areas.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-set-measurable-kpis-for-each-action\" style=\"font-size:22px\"><strong>3. Set Measurable KPIs for Each Action<\/strong><\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">The next step is to decide which KPIs will show the progress of these actions. The KPIs should be measurable. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">For instance, if the desired action is to increase outreach, you may need to measure the number of calls made by each salesperson in a week. So the KPI would be the number of calls made per person per week.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">If the KPI shows that the target numbers are not met, you and your sales team can seek better solutions.<\/p>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"htoc-top-10-kpis-for-sales\"><strong>Top 10 KPIs for Sales<\/strong><\/h2>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">The KPIs for sales vary for each business depending on what you are trying to achieve and what are your individual business goals. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">But there are some common sales metrics that almost every business- big or small, must measure. Let&#8217;s discuss them in detail:<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-full is-resized\"><img decoding=\"async\" loading=\"lazy\" src=\"https:\/\/kylas.io\/wp-content\/uploads\/2021\/12\/Top-10-KPI-for-sales.png\" alt=\"Infographic in blue explaining Top 10 KPIs for Sales\" class=\"wp-image-10146\" style=\"width:768px;height:356px\" width=\"768\" height=\"356\" title=\"Top 10 KPIs for Sales\" srcset=\"https:\/\/kylas.io\/en\/wp-content\/uploads\/2021\/12\/Top-10-KPI-for-sales.png 1024w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2021\/12\/Top-10-KPI-for-sales-300x139.png 300w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2021\/12\/Top-10-KPI-for-sales-768x356.png 768w\" sizes=\"(max-width: 767px) 89vw, (max-width: 1000px) 54vw, (max-width: 1071px) 543px, 580px\" \/><figcaption class=\"wp-element-caption\">Top 10 KPIs for Sales<\/figcaption><\/figure><\/div>\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-1-lead-generation-metrics\" style=\"font-size:22px\"><strong>1. Lead Generation Metrics<\/strong><\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">According to statistics, most businesses lose&nbsp;<a href=\"https:\/\/smallbusiness.chron.com\/percentage-customers-business-lose-year-79271.html\" target=\"_blank\" rel=\"noreferrer noopener nofollow\"><u>15 to 20% of their customer base<\/u><\/a>&nbsp;every year. This means you need to continuously generate leads and convert them to replace these lost customers. So the number of new leads acquired should be one of the first KPIs to measure for any business.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">You could set a weekly or monthly quota for each of your salespersons and monitor if they are able to reach their quota. You can measure how many new leads they have generated, how many leads they have converted into deals and so on.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">There can be a number of different KPIs under lead generation itself. For example, Visitor to Lead conversion rate, Marketing Qualified Lead conversion rate, Sales Qualified Lead conversion rate, and so on.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Customer acquisition cost (CAC) is another important KPI that tells you about the costs involved in acquiring a new customer. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">It is calculated based on the time, cost of tools, salaries, overhead, etc., spent on acquiring a single customer. It shows you whether the profits you have earned from the deal are more than what it had cost you.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-2-sales-prospecting-and-conversion-metrics\" style=\"font-size:22px\"><strong>2. Sales Prospecting and Conversion Metrics<\/strong><\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">The next most important metric is related to all the prospecting and conversion activities undertaken by the sales team. Both sales prospecting and conversion take some time. The faster these processes are, the sooner you can generate revenue.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">You need to monitor the amount of time, effort, and resources invested in prospecting activities. Monitoring the rate of conversions is also important.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ol class=\"has-medium-font-size\">\n<li>Opportunity to <a href=\"https:\/\/kylas.io\/crm-basics\/how-sales-crm-software-helps-improve-lead-conversion\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\">Customer conversion rate<\/span><\/a> is an important KPI for all sales teams. It is measured in terms of the percentage of qualified leads converted into revenue-generating customers.<\/li>\n<\/ol>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">2. The sales cycle length is another important KPI that tells you how long it takes to close a deal- starting from the very first interaction with a prospect to converting it. The shorter the cycle length, the sooner you can start generating revenue. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">The sales cycle length is calculated as the total number of days required to close all your deals divided by the total number of deals closed. So, say you closed 5 deals in 180 days (6 months). Then your average sales cycle length is 36 days.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-3-productivity-metrics\" style=\"font-size:22px\"><strong>3. Productivity Metrics<\/strong><\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Another way to measure the performance of your sales team is by picking certain productivity metrics. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">If your sales reps meet the required values in these KPIs, you are likely to get optimum performance. However, if they are not meeting the targets, you need to think of ways to make them more productive.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Some of the important productivity KPIs can be the percentage of time spent on selling activities every week, the percentage of time spent on data entry, etc. The more time your sales reps spend on result-oriented work, the more productive they are.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">You can also measure the cross-sell rate and upsell rate of your sales reps. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"ub-styled-box ub-notification-box\" id=\"ub-styled-box-b72860c8-0ec8-407b-ab38-6db87b05326f\">\n\n\n<p class=\"has-medium-font-size\"><strong>Cross-selling <\/strong>is when the customer comes in to buy something, but the salesperson convinces them to buy another product with it, which they had no intention of purchasing initially.<\/p>\n\n\n\n<p class=\"has-medium-font-size\"><strong>Upselling<\/strong> is when the salesperson convinces the customer to buy a more expensive variant of the product they intended to buy.<\/p>\n\n\n<\/div>\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Salespeople with better upsell and cross-sell rates will help you sell more products and generate more revenue. If their upsell and cross-sell attempts are not working, you can brainstorm to find new strategies that will work.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-4-outreach-metrics\" style=\"font-size:22px\"><strong>4. Outreach Metrics<\/strong><\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Depending on your company\u2019s sales process, methods, and sales strategy, you can pick your own outreach metrics. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">These metrics show you the effectiveness of your outreach efforts. For instance, if the primary channel you use for outreach is email, you can use KPIs like email open rates or response rates to measure your success.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">If your primary communication channel is calling, then your ideal outreach KPIs could be the number of calls made or the average time spent on a call. You can have similar KPIs for social media outreach or in-person events too.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-5-profitability-metrics\" style=\"font-size:22px\"><strong>5. Profitability Metrics<\/strong><\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">The primary purpose of any business activity is the same \u2013 to earn profits. So profitability metrics are without a doubt important in sales as well. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">The <strong>Gross Profit Margin<\/strong>, for example, is an important KPI for sales that tells you which products bring more revenue to your business. The Gross Profit Margin is calculated as the total revenue generated minus the costs incurred, divided by the revenue.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">So, if a product has generated $100,000 in revenue and all the processes, people and resources involved in selling the product add up to, say, $50,000. The Gross Profit Margin on the product will be 50%.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Another important KPI for sales is the <strong>Customer Lifetime Value (CLV)<\/strong>. This is an indicator of the amount of profit you can earn from a customer\u2019s total lifetime with your business. The CLV of a customer is calculated as &#8211;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p style=\"font-size:22px\"><strong><em>The total profits earned from the customer per year x Average number of years they remain a customer \u2013 Initial cost of customer acquisition.<\/em><\/strong><\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">So, the higher the CLV, more important it is to pursue the deal.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-6-revenue-metrics\" style=\"font-size:22px\"><strong>6. Revenue Metrics<\/strong><\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">You can also use KPIs related to the amount of revenue your sales methods are generating to gauge performance. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Depending on the different revenue-generating activities and channels that you use or products you sell, you can have KPIs like revenue by product or revenue by channel.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Revenue by-product is the percentage of total revenue generated by a particular product. This works if you are selling multiple products and want to know which ones are bringing in the best results. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Similarly, revenue by channel will tell you the percentage of revenue you have earned from individual sales channels.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-7-competitor-metrics\" style=\"font-size:22px\"><strong>7. Competitor Metrics<\/strong><\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Competitor metrics can tell you how you are performing in comparison to your competitors. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">For example, one of the KPIs in this category can be competitor pricing. This KPI will show you how your products are priced compared to those of your competitors. It can help you reconsider your pricing strategy and gain a competitive advantage.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Another KPI here can be the number of deals to competitors. Knowing how much business you are losing to competition can help you rethink your sales strategies.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-8-customer-retention-metrics\" style=\"font-size:22px\"><strong>8. Customer Retention Metrics<\/strong><\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">A large part of the revenue generated by a business comes from returning customers. To be precise, almost&nbsp;<a href=\"https:\/\/www.fundera.com\/resources\/brand-loyalty-statistics\" target=\"_blank\" rel=\"noreferrer noopener nofollow\"><u>65% of a business\u2019s revenue can be attributed to existing customers<\/u><\/a>. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">For growing businesses, in particular, knowing how their customer retention efforts are working is very important.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Useful KPIs to determine customer retention can be a customer churn rate, which gives you the number of customers who have dropped off during a given period. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\"><strong>Repeat customer rate<\/strong> is a similar KPI, which gives you the percentage of customers who have done business with you more than once.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-9-sales-growth-metrics\" style=\"font-size:22px\"><strong>9. Sales Growth Metrics<\/strong><\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Your monthly sales have to grow for your business to keep growing. Without sales growth, your growing business will not be able to sustain itself for long. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Pick KPIs to measure your month-over-month growth in revenue. This should be a positive value to indicate growth in sales. This is much more effective than calculating annual sales revenue. It gives you an opportunity to act and improve right away.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-10-sales-hiring-metrics\" style=\"font-size:22px\"><strong>10. Sales Hiring Metrics<\/strong><\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">For a successful sales process, having a strong hiring strategy is also important. It is the people in sales who will be driving the results ultimately. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Use KPIs like employee retention rate, the average time to hire, cost of hiring, percentage of hires from various sources and so on, to engage in an effective hiring strategy.<\/p>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"htoc-track-your-kpis-for-sales-with-kylas\"><strong>Track Your KPIs for Sales with Kylas<\/strong><\/h2>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Choosing the right KPIs is just the beginning. To create actionable insights from these KPIs, you will need analytics and reporting capabilities. A CRM platform like&nbsp;<a href=\"https:\/\/kylas.io\/\" target=\"_blank\" rel=\"noreferrer noopener\"><u>Kylas<\/u><\/a>&nbsp;can help you track your KPIs for sales and generate customized reports on leads, deals, and revenue.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\"><a href=\"https:\/\/kylas.io\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\">Kylas<\/span><\/a> makes analytics easy to understand, giving you one-click access to actionable data. You can also share data with your team to collaborate on improving your sales strategies.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">That said, with the right CRM, tracking KPIs and sales metrics can be much less time-consuming and a lot more efficient.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"ub-styled-box ub-notification-box\" id=\"ub-styled-box-7e621d19-747d-44c3-b00e-a366511245cb\">\n\n\n<p class=\"has-text-color has-medium-font-size\" style=\"color:#004a6a\">If you are looking for a CRM to improve sales, then&nbsp;<a href=\"https:\/\/kylas.io\/\" target=\"_blank\" rel=\"noreferrer noopener\"><u>Kylas<\/u><\/a>&nbsp;is your best bet. Kylas is an enterprise-grade CRM designed uniquely for growing businesses. <\/p>\n\n\n\n<p><\/p>\n\n\n\n<p class=\"has-text-color has-medium-font-size\" style=\"color:#004a6a\">It is easy to use and offers UNLIMITED USERS and FEATURES. If that\u2019s something you are looking for then, why wait!? <a href=\"https:\/\/kylas.io\/?ref=demo\" target=\"_blank\" rel=\"noreferrer noopener\">Schedule a Demo Today<\/a>!<\/p>\n\n\n<\/div>\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-buttons is-layout-flex wp-block-buttons-is-layout-flex\"><\/div>\n","protected":false},"excerpt":{"rendered":"<p>This blog talks about the KPIs in Sales, its importance and also mentions which KPIs to track to sell more and scale better.<\/p>\n","protected":false},"author":23,"featured_media":14614,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"ub_ctt_via":"","footnotes":""},"categories":[12,36],"tags":[19,165],"acf":[],"featured_image_src":"https:\/\/kylas.io\/en\/wp-content\/uploads\/2021\/12\/Copy-of-PB-Banner-Guide-Images-ONLY-1.jpg","author_info":{"display_name":"Shagun Sharma","author_link":"https:\/\/kylas.io\/en\/author\/shagun"},"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v21.5 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>KPIs For Sales: Must-Track Sales Metrics for Your Business Growth<\/title>\n<meta name=\"description\" content=\"Successful Growing Businesses track KPIs for sales for better output and a streamlined sales process. Here are some KPIs to track.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/kylas.io\/en\/sales-effectiveness\/kpis-for-sales\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"KPIs For Sales: Must-Track Sales Metrics for Your Business Growth\" \/>\n<meta property=\"og:description\" content=\"Successful Growing Businesses track KPIs for sales for better output and a streamlined sales process. Here are some KPIs to track.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/kylas.io\/en\/sales-effectiveness\/kpis-for-sales\" \/>\n<meta property=\"og:site_name\" content=\"Kylas Growth Engine | Sales CRM Software for Small businesses\" \/>\n<meta property=\"og:image\" content=\"https:\/\/kylas.io\/en\/wp-content\/uploads\/2021\/12\/Copy-of-PB-Banner-Guide-Images-ONLY-1.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"1024\" \/>\n\t<meta property=\"og:image:height\" content=\"768\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Shagun Sharma\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Shagun Sharma\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"11 minutes\" \/>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"KPIs For Sales: Must-Track Sales Metrics for Your Business Growth","description":"Successful Growing Businesses track KPIs for sales for better output and a streamlined sales process. Here are some KPIs to track.","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/kylas.io\/en\/sales-effectiveness\/kpis-for-sales","og_locale":"en_US","og_type":"article","og_title":"KPIs For Sales: Must-Track Sales Metrics for Your Business Growth","og_description":"Successful Growing Businesses track KPIs for sales for better output and a streamlined sales process. Here are some KPIs to track.","og_url":"https:\/\/kylas.io\/en\/sales-effectiveness\/kpis-for-sales","og_site_name":"Kylas Growth Engine | Sales CRM Software for Small businesses","og_image":[{"width":1024,"height":768,"url":"https:\/\/kylas.io\/en\/wp-content\/uploads\/2021\/12\/Copy-of-PB-Banner-Guide-Images-ONLY-1.jpg","type":"image\/jpeg"}],"author":"Shagun Sharma","twitter_card":"summary_large_image","twitter_misc":{"Written by":"Shagun Sharma","Est. reading time":"11 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"WebPage","@id":"https:\/\/kylas.io\/en\/sales-effectiveness\/kpis-for-sales","url":"https:\/\/kylas.io\/en\/sales-effectiveness\/kpis-for-sales","name":"KPIs For Sales: Must-Track Sales Metrics for Your Business Growth","isPartOf":{"@id":"https:\/\/kylas.io\/en\/#website"},"datePublished":"2021-12-03T04:00:00+00:00","dateModified":"2023-09-26T14:41:56+00:00","author":{"@id":"https:\/\/kylas.io\/en\/#\/schema\/person\/58914992bfe5c67716dfe2e8863250a3"},"description":"Successful Growing Businesses track KPIs for sales for better output and a streamlined sales process. Here are some KPIs to track.","breadcrumb":{"@id":"https:\/\/kylas.io\/en\/sales-effectiveness\/kpis-for-sales#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/kylas.io\/en\/sales-effectiveness\/kpis-for-sales"]}]},{"@type":"BreadcrumbList","@id":"https:\/\/kylas.io\/en\/sales-effectiveness\/kpis-for-sales#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/kylas.io\/en\/"},{"@type":"ListItem","position":2,"name":"KPIs For Sales: Must-Track Sales Metrics for Your Business Growth"}]},{"@type":"WebSite","@id":"https:\/\/kylas.io\/en\/#website","url":"https:\/\/kylas.io\/en\/","name":"Kylas Growth Engine | Sales CRM Software for Small businesses","description":"","potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/kylas.io\/en\/?s={search_term_string}"},"query-input":"required name=search_term_string"}],"inLanguage":"en-US"},{"@type":"Person","@id":"https:\/\/kylas.io\/en\/#\/schema\/person\/58914992bfe5c67716dfe2e8863250a3","name":"Shagun Sharma","description":"Shagun is a content marketer at Kylas, extremely well-versed in all things Marketing. She works closely with the sales team to create best-in-class content for our readers. Her experience combined with her thorough research skills makes all her blogs very in-depth and insightful. In her leisure time, Shagun enjoys hiking, gardening, and immersing herself in music."}]}},"_links":{"self":[{"href":"https:\/\/kylas.io\/en\/wp-json\/wp\/v2\/posts\/10017"}],"collection":[{"href":"https:\/\/kylas.io\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/kylas.io\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/kylas.io\/en\/wp-json\/wp\/v2\/users\/23"}],"replies":[{"embeddable":true,"href":"https:\/\/kylas.io\/en\/wp-json\/wp\/v2\/comments?post=10017"}],"version-history":[{"count":27,"href":"https:\/\/kylas.io\/en\/wp-json\/wp\/v2\/posts\/10017\/revisions"}],"predecessor-version":[{"id":19038,"href":"https:\/\/kylas.io\/en\/wp-json\/wp\/v2\/posts\/10017\/revisions\/19038"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/kylas.io\/en\/wp-json\/wp\/v2\/media\/14614"}],"wp:attachment":[{"href":"https:\/\/kylas.io\/en\/wp-json\/wp\/v2\/media?parent=10017"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/kylas.io\/en\/wp-json\/wp\/v2\/categories?post=10017"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/kylas.io\/en\/wp-json\/wp\/v2\/tags?post=10017"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}