KPIs in sales – what is it, how to calculate them?

Published: 31.05.22Sales
KPIs in sales – what is it, how to calculate them

KPIs, or Key Performance Indicators, are a set of measurable values that reflect the effectiveness of a company or individual’s performance in achieving its goals. In the context of sales, KPIs are critical in measuring the performance of sales teams and individuals, as well as providing insights into the effectiveness of a company’s sales strategies.

Some commonly used KPIs in sales include:

  1. Sales growth: This measures the percentage increase or decrease in sales over a specific period.
  2. Lead conversion rate: This measures the percentage of leads that have been converted into paying customers.
  3. Average deal size: This measures the average value of each sale.
  4. Sales cycle length: This measures the average length of time it takes for a sale to be closed.
  5. Customer retention rate: This measures the percentage of customers who continue to do business with the company over a given period.

Calculating KPIs helps companies to identify areas of strength and weakness within their sales processes, and make data-driven decisions to improve performance. It’s important to choose KPIs that are relevant to the company’s sales goals, and to regularly monitor and analyze the data to ensure that sales targets are being met.

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Author Avatar Damian Janicki

Customer Success Manager. An expert with years of experience in customer service. Firmao has no secrets from him. Thanks to continuous work with customers, he knows perfectly well what problems companies face without the right software.

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