EXAMPLES OF KPIs BY FUNCTION KPIs should focus on action. Work backwards from your goals and emphasise the key levers that your employees can utilise. There are general KPIs that relate to SaaS and to VC fundraising for example. However, there is no consensus on which ones are best to use. There is also a lot of literature on those topics, so we have chosen to focus on departmental KPIs here. DEPARTMENT KPIs • Monthly Sales Target ($) (with goal & percentage for context) • Cost of sales to revenue ratio NONO • Marketing Qualified Lead (MQL) to Sales Qualified Lead(SQL) TION TTION T Conversion Rate • Sales Qualified Lead (SQL) to Win Conversion Rate • Sales growth vs goal • Activity per sales rep. vs wins per sales rep. ALENT AALENT A • Deals closed (#) vs goal • Average sales cycle SS • Average follow-up attempts SESSES • Product performance (list of top performing products/services) SMENTSMENT • Individual Monthly Sales Target ($) (with goal & percentage for context) • Opportunity funnel • Lead response time • Individual Win/loss ratio • Individual Sales activity (# calls/emails/meetings) vs efficiency) • (#) Qualified opportunities (with goal & percentage for context) • Value of closed deals this month ($) vs target MARKETING KPIs • Brand Recall • Branded Search Traffic • Cost Per Acquisition (CPA) • LTV:CAC Ratio • Marketing ROI • Net Promoter Score (NPS) • Press Clippings • Social Media Mentions • Viral Coefficient • Website Conversion Rate • Webite Traffic Growth 114114