General sales plan (Revenue Target Achievement) – fulfillment of the quarterly/annual plan, usually expressed as a % of the target value. In highly competitive niches, 85-95% fulfillment is considered normal , in stable segments – 100% and higher .
Sales Velocity – the speed at which a customer passes through all stages of the sales funnel. Formula:
Formula for calculating the speed of a client’s passage through all stages of the funnel
Formula for calculating the [url=]china email data[/url] speed of a client’s passage through all stages of the funnel
If the indicator drops, this is a signal of china email data problems at one of the stages - for example, negotiations that are too long or the quality of leads is low.
Sales Profitability is the ratio of net profit to revenue, which shows how efficiently a company uses its resources.
Automation of KPI for Head of Sales allows you to see the picture of all transactions in real time, predict the fulfillment of plans and adjust the strategy. SalesAI helps to model various sales development scenarios , which makes it possible to make more accurate management decisions.
Typical mistakes when implementing KPIs
When implementing a KPI system in B2B sales, organizations may encounter several errors that lead to a decrease in the effectiveness of control and management of indicators. It is important not only to choose the right metrics, but also to apply them correctly, taking into account the specifics of the team’s work and business goals.