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Here are ideas for metrics, by department, to get you started if you are ready to put your pants on and be a "Big Girl" company.

The SDR team:

Activity Metrics:

  • Calls
  • Contacts connected with
  • e-mails sent
  • Appointments set
  • Appointments completed
  • Appointments that converted to pipeline deals
  • % of deals closed that originated from the SDR team

The Sales Team:

  • Appointments set
  • Appointments completed
  • Opportunities created
  • Opportunities advanced
  • Total Pipeline value
  • Change in net pipeline value
  • Revenue YTD vs. LY vs. goal

Customer Success Teams:

  • Churn rate/ Renewal rate- $ and units
  • Code Red Accounts
  • Failure to launch accounts
  • Upsell/Cross-sell revenue generated

This should get you started.

I recently saw a 10% increase in renewal rates the same month I put a target in place for a client I'm working.

Sometimes all it takes is a map to the destination!


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