This is a listing of the 100+ most important KPIs for any sales, marketing or customer success manager. It is a short, clear and concise description of the different KPIs, answering to the key question -what exactly is the term about!
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What is Annual Recurring Revenue (ARR)?
Annual Recurring Revenue (ARR) is a normalized measure of the recurring revenue from a customer contract, often used in subscription-based businesses to project yearly revenue.
What is Pipeline Contribution?
Pipeline Contribution is the impact various sales and marketing initiatives have on populating the sales pipeline with potential customers or leads.
What is Revenue Attribution?
Revenue Attribution is the assignment of a sale to the specific marketing activities that contributed to its fruition, facilitating businesses in discerning which channels and strategies are most profitable.
What is Sales Rep Productivity Metrics?
Sales Rep Productivity Metrics are performance indicators used to gauge a sales representative’s efficiency and effectiveness, including data points such as the number of calls made, emails sent, meetings scheduled, or deals closed.
What is Average Conversion Time?
Average Conversion Time is the mean duration a lead takes to transition through the sales funnel and become a paying customer, serving as an efficiency marker for the sales process.
What is Average Profit Margin?
Average Profit Margin is a financial metric calculated by subtracting the cost of goods sold from total revenue and dividing the result by total revenue, acting as a snapshot of a company’s profitability.
What is Average Purchase Value?
Average Purchase Value is the typical amount customers spend each time they make a purchase, providing critical insights into customer spending behavior and informing pricing strategies.
What is Average Time to Conversion?
Average Time to Conversion is the mean time period from initial contact with a prospect to their conversion into a customer, offering insights into the effectiveness of the sales process.
What are Calls and Emails Per Rep?
Calls and Emails Per Rep is a count of the number of calls and emails each sales representative makes within a given timeframe, providing a measure of individual productivity and workload.
What are Channel Sales Metrics?
Channel Sales Metrics are indicators that monitor the performance and effectiveness of different sales channels, taking into account total sales, sales growth, customer acquisition cost, and customer lifetime value.
What is Customer Acquisition Cost (CAC)?
Customer Acquisition Cost (CAC) is the total expense of attracting a new customer, including the costs of marketing, sales, and other related activities.
What are Sales Goals?
Sales Goals are the set objectives or targets that a sales team aims to achieve within a specified time period, often involving metrics like revenue, number of new customers, or units sold.
What is a Sales Forecast?
Sales Forecast is a prediction of the sales a company expects to achieve in a future period, often based on historical data, market trends, and salespersons’ estimates.
What is Monthly Recurring Revenue (MRR)
Monthly Recurring Revenue (MRR) is the amount of predictable revenue that a company can expect to receive every month, crucial for businesses with a subscription-based revenue model.
What is Monthly Sales Growth?
Monthly Sales Growth is the increase in sales revenue from one month to the next, providing insights into the effectiveness of sales strategies and market demand trends.
What is New Biz / New business?
New Biz (business) is the revenue generated from new customers acquired within a specific period, an important metric to gauge the effectiveness of customer acquisition efforts.
What is Upsell Biz / Upsell business?
Upsell Biz (business) is the additional revenue generated from existing customers through selling more expensive products, add-ons, or upgrades.
What is MQL to SQL Conversion Rates
MQL to SQL Conversion Rates is the percentage of Marketing Qualified Leads (MQLs) that become Sales Qualified Leads (SQLs), indicating the quality of leads generated and the effectiveness of marketing to sales handoff.
What is Deals in the Pipeline
Deals in the Pipeline is the number of potential sales opportunities that are currently in various stages of the sales process.
What is Sales Opportunities Created
Sales Opportunities Created is the number of potential sales deals generated within a specific period, which can offer insights into sales team productivity and market interest.
What is Pipeline Value
Pipeline Value is the total monetary worth of all deals currently in the sales pipeline, taking into account the likelihood of deal closures and the potential revenue each deal could bring in.
What is Pipeline Velocity
Pipeline Velocity is the speed at which leads move through a sales pipeline, calculated by multiplying the number of opportunities, average deal size, and conversion rate, then dividing by the length of the sales cycle.
What is Quote-to-close Ratio
Quote-to-close Ratio is the percentage of quoted sales opportunities that are successfully closed, serving as a key performance indicator for sales team effectiveness.
What is Sales by Location
Sales by Location is a breakdown of total sales based on geographic location, which can help in understanding market penetration and determining potential areas for expansion.
What is Sales Opportunities Created
Sales Opportunities Created is the count of potential sales deals generated within a defined time period, indicating the productivity of the sales team and level of market interest.
What is Sales Pipeline Velocity
Sales Pipeline Velocity is a measure of how quickly leads are moving through the sales pipeline, providing insights into the efficiency of the sales process and how long it takes to turn leads into customers.
What is Sales Rep Calls and Emails Made
Sales Rep Calls and Emails Made is a tally of the number of calls and emails a sales representative makes during a given period, providing an indication of their activity level and engagement with leads and customers.
What is Sales Rep Productivity
Sales Rep Productivity is a measure of the efficiency and effectiveness of a sales representative, often determined by metrics such as deals closed, revenue generated, or leads converted.
What is Sales Rep Leaderboard
Sales Rep Leaderboard is a ranking of sales representatives based on their performance against certain metrics, such as sales revenue, deals closed, or customer satisfaction.
What is Sales Team Response Time
Sales Team Response Time is the average duration between a customer inquiry and the team’s response, providing an indication of the team’s customer service efficiency and effectiveness.
What is SQL to Opportunity Ratio
SQL to Opportunity Ratio is the proportion of Sales Qualified Leads (SQLs) that progress to become sales opportunities, indicating the effectiveness of the sales process and lead qualification criteria.
What is Opportunity to Customer Ratio
Opportunity to Customer Ratio is the percentage of sales opportunities that convert into actual customers, offering insights into the success rate of closing deals and the overall sales process effectiveness.
What is Sales Growth
Sales Growth is the rate at which the revenue of the business increases over a defined period, serving as a key indicator of the company’s success and market acceptance.
What is Sales ROI
Sales ROI is the return on investment from sales activities, calculated as the net profit from sales divided by the total cost of sales, measuring the profitability and efficiency of sales efforts.
What is Sales by Contact Method
Sales by Contact Method is a breakdown of sales revenue based on the method of customer interaction, such as email, phone, or in-person, assisting in determining the most effective communication channels.
What is Sales by Region
Sales by Region is the total sales revenue generated in different geographical areas, used to understand market performance across various locations and identify areas of growth or improvement.
What is Sales Cycle Length
Sales Cycle Length is the average duration from the first point of contact with a prospect to the closing of a sale, influencing inventory planning, cash flow, and revenue predictions.
What is Lifecycle Stage Velocity
Lifecycle Stage Velocity is the speed at which a lead progresses through the different stages of the customer lifecycle, from awareness to purchase, providing insights into sales process efficiency and potential bottlenecks.
What is Marketing ROI
Marketing ROI is the return on investment in marketing activities, calculated by dividing the incremental financial value gained as a result of the marketing investment by the cost of the investment itself.
What is Leads
Leads are individuals or organizations that have shown an interest in a company’s products or services and could potentially become customers, serving as a critical element in the sales process.
What is Published Marketing Content
Published Marketing Content is the volume and type of content pieces, such as blog posts, whitepapers, and infographics, released by a company to engage its audience and attract potential customers.
What is Video View Counts per Channel
Video View Counts per Channel is the total number of views that a company’s videos receive on various platforms, offering insights into the reach and engagement of its video content.
What is Email Click-through Rate
Email Click-through Rate is the percentage of email recipients who click on one or more links contained in an email, helping to measure the success of an email campaign.
What is Email Subscriber Count
Email Subscriber Count is the total number of individuals who have opted to receive email updates from a company, indicating the size of its direct email audience.
What is Email Open Rate
Email Open Rate is the percentage of email recipients who open a specific email from a campaign, often used as an indicator of the effectiveness of an email’s subject line and timing.
What is Email Opt-Outs
Email Opt-Outs (from any subscription) is the count of subscribers who have chosen to stop receiving emails from a company, providing insight into subscriber engagement and satisfaction.
What is Newsletter Subscribers
Newsletter Subscribers is the number of individuals who have signed up to receive a company’s newsletter, a reflection of the interest and engagement level of its audience.
What is Blog Subscribers
Blog Subscribers is the total number of individuals who have subscribed to a company’s blog to receive new posts or updates, indicative of the blog’s popularity and audience interest.
What is CTA Performance
CTA Performance is the success rate of a Call to Action, determined by the number of clicks or conversions it generates, indicating its effectiveness in prompting desired customer actions.
What is Lead Nurturing Performance
Lead Nurturing Performance is the effectiveness of strategies and actions undertaken to develop relationships with prospective customers at every stage of the sales funnel, often evaluated through lead conversion rates and customer engagement metrics.
What is Conversation Rate
Conversation Rate is the percentage of website visitors who engage in a dialogue with the company, whether through chatbots, contact forms, or direct conversations, providing insights into customer engagement levels.
What is Traffic Distribution
Traffic Distribution is the spread of website visitors across various channels such as organic search, paid search, social media, and direct traffic, helping to identify the most valuable channels for customer acquisition.
What is Impressions and Reach
Impressions and Reach are measures of the visibility of content, with impressions being the total number of times content is displayed, and reach being the number of unique viewers of the content.
What is LinkedIn Performance
LinkedIn Performance is the effectiveness of a company’s activities on LinkedIn, gauged by metrics such as post engagement, follower growth, and lead generation.
What is Facebook Performance
Facebook Performance is the success of a company’s presence on Facebook, assessed through metrics such as page likes, post reach, engagement rate, and conversion rate.
What is Customer Acquisition Cost (CAC)
Customer Acquisition Cost (CAC) is the total cost associated with persuading a potential customer to buy a product or service, including marketing and sales expenses.
What is SERP (Search Engine Results Pages) Rankings
SERP (Search Engine Results Pages) Rankings are the positions that a webpage occupies on Search Engine Results Pages (SERPs), providing insights into the effectiveness of a company’s SEO strategies.
What is SEO (Search Engine Optimization)
SEO (Search Engine Optimization) is the practice of optimizing a website to increase its visibility on search engine results pages, thereby increasing website traffic and potential customer acquisition.
What is Social Shares
Social Shares is the total number of times content from a website is shared on social media platforms, indicating the level of audience engagement with the content.
What is Bounce Rate
Bounce Rate is the percentage of website visitors who leave after viewing only one page, providing insights into website engagement and potential issues with site design or content.
What is Landing Page Conversion
Landing Page Conversion is the percentage of users who take a desired action on a landing page, such as filling out a form or making a purchase, measuring the effectiveness of the page at compelling visitors to convert.
What is Campaign Reporting
Campaign Reporting is the collection and analysis of data from marketing campaigns to assess their performance against predefined goals, used to optimize marketing strategies and improve ROI.
What is Web Sessions
Web Sessions is the number of individual sessions during which a user is active on a website, providing insights into user engagement and website traffic trends.
What is Blog Sessions
Blog Sessions is the number of user interactions within a specific time frame on a company’s blog, used to gauge the popularity and engagement level of blog content.
What is Landing Page Sessions
Landing Page Sessions is the number of user visits to a specific landing page, which provides insights into the effectiveness of the page at attracting visitors.
What is Landing Page Conversion Rate
Landing Page Conversion Rate is the percentage of landing page visitors who perform a desired action, such as subscribing to a newsletter or purchasing a product, indicating the page’s effectiveness at persuading visitors to convert.
What is SQL Conversion Rate
SQL Conversion Rate is the ratio of Sales Qualified Leads (SQLs) to the total number of leads, measuring the effectiveness of sales qualification efforts and the lead nurturing process.
What is MQL to SQL Ratio
MQL to SQL Ratio is the percentage of Marketing Qualified Leads (MQLs) that progress to become Sales Qualified Leads (SQLs), offering insights into the success of lead nurturing activities and the alignment between sales and marketing teams.
What is MQL Conversion Rate
MQL Conversion Rate is the proportion of Marketing Qualified Leads (MQLs) that convert into customers, indicating the effectiveness of marketing strategies and tactics in driving sales.
What is Subscriber to Lead Ratio
Subscriber to Lead Ratio is the percentage of subscribers (to a newsletter, blog, etc.) who become leads, providing insights into the quality of content and its ability to engage and attract potential customers.
What is Customer to Evangelist Ratio
Customer to Evangelist Ratio is the percentage of existing customers who actively promote and recommend a company’s products or services to others, measuring the success of a company’s customer satisfaction and loyalty initiatives.
What is Marketing ROI
Marketing ROI is the financial return on investment from marketing activities, calculated by dividing the incremental financial gain from these activities by the cost of the marketing investments, assisting in the assessment of the profitability of marketing efforts.
What is Email Click-to-Open Rate
Email Click-to-Open Rate is the percentage of email recipients who click on a link within an email out of those who opened the email, providing insights into the effectiveness of email content at driving engagement.
What is Email Unsubscribe Rate
Email Unsubscribe Rate is the percentage of recipients who opt-out from an email list after receiving an email, used as a metric for measuring the relevance and value of the email content to its audience.
What is Time on Web Page
Time on Web Page is the average amount of time users spend on a specific web page, which helps to understand the engagement level and the effectiveness of the page’s content.
What is Return on Ad Spend (ROAS)
Return on Ad Spend (ROAS) is the financial return on investment from paid advertising campaigns, calculated by dividing the revenue generated from the campaigns by the total advertising cost, used to measure the profitability of ad spend.
What is Cost per Click (CPC)
Cost per Click (CPC) is the amount paid for each click on an advertisement in a pay-per-click (PPC) marketing campaign, used to determine the cost-effectiveness of the campaign.
What is Cost per Customer Acquired Through Paid Ads
Cost per Customer Acquired Through Paid Ads is the total advertising spend divided by the number of customers gained through these advertisements, indicating the cost-effectiveness of paid advertising campaigns in customer acquisition.
What is Click-Through-Rate (CTR)
Click-Through-Rate (CTR) is the percentage of people who click on a specific link out of the total users who view a page, ad, or email, measuring the effectiveness of campaigns at driving user response.
What is Google Quality Score
Google Quality Score is a metric used by Google to determine the quality and relevance of an ad and its corresponding keywords, influencing the ad’s position on the Search Engine Results Page (SERP) and its cost per click.
What is Lead Generation Break Down
Lead Generation Break Down is a comprehensive analysis of lead sources, such as device, country, and attribution channels, used to evaluate the efficiency of various lead generation strategies and identify areas of improvement.
What is MQL (Marketing Qualified Lead)
MQL (Marketing Qualified Lead) is a lead deemed more likely to become a customer compared to other leads based on lead intelligence and behaviors, assisting marketing teams in focusing their efforts on high-potential prospects.
What is SQL (Sales Qualified Lead)
SQL (Sales Qualified Lead) is a prospective customer who has been researched and vetted by both the marketing and sales teams and is considered ready for the next stage in the sales process, facilitating the sales team’s effort to close deals.
What is Lead Conversion Rate
Lead Conversion Rate is the percentage of total leads who perform a desired action or reach a certain stage in the sales funnel, providing insights into the effectiveness of conversion strategies.
What is MQL Conversion Rate
MQL Conversion Rate is the percentage of Marketing Qualified Leads (MQLs) who eventually convert into customers, reflecting the effectiveness of marketing efforts and the quality of MQLs.
What is Daily Active Users (DAU)
Daily Active Users (DAU) is the number of unique users who engage with a platform or product within a single day, used to measure user engagement and the daily use of a product.
What is Monthly Active Users (MAU)
Monthly Active Users (MAU) is the number of unique users who engage with a platform or product within a given month, offering a broader perspective of product usage and user engagement.
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