Key performance indicators (KPIs) and metrics act like a compass and help you stay laser focused on achieving results. This resource is designed to help sales professionals like yourself learn the basics of KPIs and metrics, and to find examples you can apply to your own work.
The Sales Target KPI measures current sales revenue and compares that to a target or past performance. The sales target can be set as either a monetary value, number of units sold, or number of accounts. Monitoring sales performance against targets is a core tenet of any sales management strategy and is instrumental in creating a data-driven culture.
Let´s look at the use of goals and KPIs for a digital marketing campaign. The picture below shows a schematic mapping of a campaign (click for larger image). The goal for this specific campaign is 2 000 new paying members. This goal needs to be set taking into account the overall goals for the company.
KPIs, or Key Performance Indicators, are metrics used to track the performance of a business, a department, or individuals against goals. The key is to choose the KPIs that are most relevant to your industry and business goals -- focusing on the wrong ones is costly to your company. To save you some time, we’ve narrowed down a list of commonly used KPIs to the six we believe are most important to managing field sales teams.