Sales, 20 metrics & KPI

by / Saturday, 15 August 2015 / Published in Billet, KPI & Metrics
sales

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

  • Closing ratio

  • Customer loyalty

  • 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

  • Qualified leads

  • Qualified opportunities

  • 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.

 

Read others articles about KPIs and dashboarding in http://www.dwbiexpert.com/en/news/ or in our french page http://www.dwbiexpert.com/publications/

 

20′ lists of Metrics & Kpis

 IT kpi HR kpi accounting kpi sales kpi marketing kpi management kpi


food service kpi construction kpi call Centers kpi transport kpi financial retail kpi mediakpi manufacturing kpi Health care kpi


finances kpi assurances finances indic kpi

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David-Marc Petit

David-Marc Petit

Président at DWBI Expert
David-Marc PETIT est le président de DWBI Expert Inc. Il cumule plus de 20 ans d’expérience dans des entreprises de toutes tailles et tous secteurs, sur trois continents, en tant qu’expert en intelligence d’affaires. Il a fait de sa mission la démocratisation de l’intelligence d’affaires (Business Intelligence) pour optimiser les revenus et la performance de ses clients.
David-Marc Petit
David-Marc Petit

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