Key performance indicators or KPIs refer to metrics that quantify business performance against key objectives. Monitoring sales KPIs like lead volume, sales cycle length, win rate, quota attainment, customer satisfaction, and churn provides data-driven visibility.
Effective KPIs should be consistently measured, insightful for decision making, and influence strategy. Sales leaders should distill a core set of KPIs aligned to growth goals versus vanity metrics.
Dashboards make KPIs easily visible to reps and leadership. Trend analysis identifies improvement needs. Setting targets for KPIs like sales cycle length or deal size provides performance benchmarks. Adapting processes based on KPI data enhances results.