In this presentation I'm sorting out sales KPIs. Instead of long lists of KPIs that one can find on Internet and that are in most cases pointless, I suggest to have a balanced view on sales KPIs:
-- There are KPIs based on conversion rate that are great for process monitoring;
-- There are leading KPIs like "Time to answer a prospect's query, hours" that influence sales outcomes directly;
-- There are KPIs that help sales managers to see a big picture.
Al these sales KPIs make much more sense if used within the Balanced Scorecard
What do you think? Does an approach suggested to KPIs in the article helps in comparison to having a plain list of KPIs?