Sales, 20 metrics & KPI
Before dashboard creation, it’s important to define metrics and key performance indicators (KPI). Which of them will you use into your dashboard? This choice depends on your function, your strategy and your market. Difference between metric and KPI is objective. A KPI is a metric with an objective, a status and one or more trend(s).
You can use these metrics and KPI for strategical, tactical or operational dashboard. Context and filter will define the level. Be sure to develop your dashboard according on your organizational strategy and with business team, customer service analysts and customer service managers.
There are others metrics and KPIs for customer department. I’m listing some KPIs that I often implement for my clients.
Sales Metrics and KPI list
I propose to present 20 metrics and KPI for the sales department:
Average administrative time per sales person
Average deal size
Gross margin per product
Gross margin per sales person
Number of units sold per day, week, month, quarter and year
Partner profit margin
Percentage of converted opportunities
Percentage of online sales revenue
Percentage of sales due to launched product
Percentage of sales revenue via partner channel
Pipeline by sales stage
Revenue per sales person
Sales cycle time
Unweighted sum of deal size in sales pipeline
Value of sales lost
Win vs loss ratio percentage
To calculate these metrics and KPI you need to have access to your data: management system, payroll system, accounting system, CRM system, ERP system.
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