Types of KPI for a Sales Manager

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KPI indicators vary depending on the business topic. Indicators can be divided into:

target (to build a strategy) and functional (to solve the current problem);

financial (income from product sales) and cambodia mobile phone numbers database non-financial (customer satisfaction, staff turnover);

individual and collective.

For a more in-depth analysis, let's look at the KPI table for a sales manager:

Quantitative Quality
Something that can be recorded in numerical form: time, price, weight, etc.

For example: income in thousands, number of closed deals in units, etc.

Something that cannot be assessed objectively without using some individual judgment.

For example: assessment of service quality, customer satisfaction level, etc.

Lagging (resultative) Leading (leading)
The results that can already be recorded at the current moment.

For example: number of meetings with clients, profit for the last month, etc.

The results that can only be assumed. They make it possible to predict what data will be final, given the input data at the current moment.

For example: the projected number of completed transactions per month, planned income per quarter, etc.

External Internal
Something that demonstrates the firm's work outside of its borders.

For example: position among competitors, share of sales on the market, etc.

What is recorded within the company.

For example: staff turnover rate, annual income, etc.

Relative Absolute
Those data that can be compared with each other and other indicators, and are also expressed as percentages and shares.

For example: turnover rate in Q3 compared to Q1 2021.

Those data that cannot be compared are expressed in numerical equivalent.

For example: the percentage of the company's income for the first half of 2022.

Abstract Material
Those KPI data that do not represent material objects.

For example: engagement percentage, conversion, etc.

That which is a material object.

For example: the number of people on staff, the number of registered letters sent, etc.

There is an important tool that helps evaluate marketing work and is often mentioned when talking about key performance indicators. We are talking about metrics. They are the ones that help measure progress or regression on the way to achieving the desired goal.

The overwhelming majority of sales KPIs are quantitative (sales, purchases, conversion). There is also a certain percentage of qualitative ones, but very small (customer reviews).