KPI for Sales & Marketing

Sales & Marketing KPIBusiness Intelligence (BI) provides sales and marketing teams with information and insights they need on customers, prospects, markets and competitors. With powerful dashboards, analytical and reporting solutions sales and marketing teams are able to better and more accurately track, monitor and analyze every aspect of the sales cycle. BI makes it easier to identify cross-selling opportunities, locate profitable customers, tracking competitors, and to create strategies to successfully reach sales quotas and revenue goals and objectives.

Sales & Marketing team requires up-to-date information to concentrate efforts on achieving target goals. An in-depth insight into the sales performance is required for crucial sales metrics like customer behavior, booking patterns and competitor activity. Precise and quick information impacts sales results greatly and helps reduce costs. Every other department in the company feels the vibrations of changes in Sales metrics; increasing demand of a product in market will prompt production department to increase productivity of the same, hence, more investment in inventory of raw materials.

BI provides sales and marketing teams with the information they need to successfully track sales and pipeline deals, monitor forecasts, analyze revenue streams and to provide better customer service. BI helps them make better & more informed decisions in critical areas including sales planning, sales analysis, marketing campaign tracking, customer analysis, etc. Listed below are some of the KPIs for Sales & Marketing function:

  • Customer Intimacy
    • Relationship with customer
    • Customer Satisfaction
    • Customer Feedback
  • Presentation
    • Quality of presentation
    • Customer complaints undeliverable
    • Customer complaints packaging
    • Quality of packaging (materials or other)
  • Customer Visits
    • Successful visits
    • Customer satisfaction report
    • Costs
  • Sales
    • Target rate – Converting enquiries into orders
    • Repeated lost sales by individual salesmen
    • Sales by product line
    • Time taken to turn round
    • Region
    • Sales Costs
    • Lost to competitors
    • Salaries and sales commissions
    • Average sales per 100 Customers
  • Lead Generation
    • Number of new leads per week/month
    • Number of junk leads
    • Success rate of campaign
    • Costs
    • Delays in addressing new leads
    • new product / service launch adoption
  • Service (pre and post sales)
    • Customer deliveries
    • Geographical area
    • Delays in delivering to customers (customer goodwill)
    • Customer satisfaction
    • New product / service analysis
    • Costs
    • Time to turn round complaints
    • Individual customer service report
  • Market Analysis
    • Market share against competitors
    • Launch of new products