Of course – totally correct – but so easily forgotten. To summarize what was said ::

Leading indicators: KPI’s for funnel development

  • Number of qualified leads in the pipeline
  • Sales cycle length
  • Total length of time to qualify a new prospect
  • Qualified to proposal ratios
  • Number of evaluations / short lists per year
  • Number of new (first) client meetings per month
  • Cold lead to qualified ratios with conversion rates

Lagging indicators: Revenue and quota focused KPI

  • Proposal to closed ratio
  • Average deal size
  • Number of sales per year
  • Annual quota
  • New vs. existing client sales

KPI’s for Account Management and client retention / growth

  • Average client growth year over year
  • Client retention rates

… but more importantly to see how and why, click through …..