If you can’t measure, you can’t manage!

14 KPIs that will help you better manage your sales and business!

"What is not measurable, is not manageable." - Peter Drucker

You can improve business management by creating lots of dashboards and reports, but only the right KPIs can leverage your service's level.

That’s why implementing a CRM in your company is so important to understand customer’s needs, improve processes, and of course, managing the right KPIs can help you to sell more and faster, by being more effective.

Number of active opportunities with no activities in the last 2 weeks and next steps:

It will help you to know if your sales cadence is being applied by your salespeople. If there is no activities and next steps, there is no pipeline.

Conversion Rate: The percentage of leads or opportunities that result in successful sales. This metric helps assess the effectiveness of the sales process.

Customer Acquisition Cost (CAC): The cost incurred to acquire a new customer. Calculated by dividing total acquisition expenses by the number of new customers acquired.

SQL - Sales Qualified Lead: Your marketing team is making many campaigns to generate new leads. But how many of these leads are qualified to buy from you?

Customer Retention Rate: The percentage of customers retained over a specific period. High retention rates indicate strong customer satisfaction and loyalty.

Sales Growth: Measures the increase in sales revenue over a defined period, highlighting the overall performance and health of the sales department.

Activities per closed opportunities: What kind of activities are more common in closed opportunities? In person meetings, events, remote calls? Each sector has their own specificities, then you need to know what type of treatment your customer likes more.

Opportunity Win Rate: The percentage of won opportunities against the total number of opportunities pursued. This KPI shows the efficiency of the sales team in closing deals.

Average Deal Size: The average value of each closed deal. Monitoring this metric helps in understanding the revenue potential per customer.

Sales Pipeline Velocity: The rate at which opportunities move through the sales pipeline. This KPI provides insights into sales cycle efficiency and forecasting accuracy.

Lead to cash: How much time does your company take to qualify, negotiate, close and deliver your service or product to the customer? This KPI will show if your pre-sales and post sales processes are being effective.

Lead Response Time: The time taken by the sales team to respond to new leads. Faster response times often correlate with higher conversion rates.

Customer Lifetime Value (CLV): The total revenue a customer is expected to generate over their relationship with the company. Understanding CLV helps in prioritizing customer segments.

Churn Rate: The percentage of customers who stop using a product or service over a specified time period. High churn rates can indicate issues with customer satisfaction or product performance.

These KPIs collectively provide a comprehensive view of sales performance, customer engagement, and business growth, enabling CRM managers to make data-driven decisions and optimize strategies for improved results.

If you need help by setting the right KPIs to better manage your business, reach our CRM specialists!