1. Sales Performance Definition Purpose Instructions
The practice of monitoring and guiding a team to improve their ability to sell products, services or solutions. 
This guide has been developed to help identify key behavioral and leading indicators that are the foundation of overall team performance.
Each section will define the specific problem being solved followed by a few examples of KPI to measure.
Purpose
Instructions
11/8/2018

2. Market knowledge Why Measure?
Pursuing markets that are too wide often means that your team is aiming off- target. Without a clear understanding of market segments, limited sales and marketing resources get misallocated and team revenue goals are missed.
Example KPI’s you should measure:
Total Available Market (by territory)
Market Growth Rate
Market Share
Competitor Growth Rate
Competitor Market Share
11/8/2018

3. Account knowledge Why Measure?
The sales team is typically provided revenue potential by market level only, when what they really need is to know the revenue potential by account, product and solution
Example KPI’s you should measure:
Time Spent with accounts with most potential and highest attractiveness score
Marketing and prospecting efforts focused on these accounts
# of appointments with accounts that fit this criteria
11/8/2018

4. Buyer knowledge Why Measure?
Many sales and marketing teams still rely on tribal knowledge and past experiences, but without an updated understanding of how your buyers make decisions, revenue opportunities will pass you by.
Example KPI’s you should measure:
Team understanding of Persona and Buying Process Maps
Team use of Persona and Buying Process Maps during major interactions
Improve # of quality leads
Improve deal velocity
11/8/2018

5. Marketing content Why Measure?
The last mile plagues sales and marketing departments. The last mile is defined as the sales call. The moment of truth. A lot of work goes into generating interest in the mind of a buyer and in securing an appointment. Then the sales call happens and the tools used by the sales rep, and the words that come out of the sales reps mouth, varying from rep to rep.
Example KPI’s you should measure:
Understanding of content
Increase in curation of content
Improved % of content usage in the field
Improved % of appointments in the field
11/8/2018

6. Social media Why Measure?
Until you can close 100% of your deals, your sales team needs to generate new opportunities on an ongoing basis. Especially since traditional methods like cold calling or batch and blast have sharply declined in their effectiveness.
Example KPI’s you should measure:
LinkedIn profile alignment with buyer
Improved # of connections with key personas using LinkedIn
Improved # of introduction to key personas using LinkedIn
Improved # of appointments with key personas using LinkedIn
11/8/2018

7. Sales opportunities Why Measure?
Not enough opportunities in the pipeline to make the number. In addition, of the remaining opportunities not enough quality.
Example KPI’s you should measure:
# of qualified opportunities in early stages of pipeline
% of deals that close from early stages of the pipeline
Deal velocity
% of deal that match Ideal Customer Profile
Improved average deal size
11/8/2018

8. Sales process knowledge
Why Measure?
Decision makers are making purchase decisions differently today. Traditional sales processes, based on needs development and solution position, will cause the majority of your reps to miss the number.
Example KPI’s you should measure:
Improved accuracy of deal entry into pipeline
Reduced deal pushes
Reduced deal regression
Improved deal velocity
Reduced no-decisions
11/8/2018