The document outlines key performance indicators (KPIs) for enterprise sales, specifying that achieving 70% of the benchmark is the minimum criterion, with 90% being considered good and above that great. It details the weightage for various KPIs, including individual and team revenue targets, as well as team management responsibilities such as attendance and escalations. Additionally, it includes metrics related to opportunity creation, new account win rates, and impacts of expansion or contraction on revenue.

1. Benchmark
Achieving 70% of benchmark or target is min criteria. Achieving 90%
of set target of benchmark is good, Achieving more than 90% is
great
Enterprise Sales KPI's ( As Team) Weightage
Enterprise Sales Manager KPI's
( Individual)
Weightage HOD Duties and Responsibilities
Team Revenue Target Individual Revenue Target 50.00% Daily morning and evening reports
Number of Deals Closed Number of Deals Closed 25.00% Resolving queries of team
Average Revenue Per Deal Average Revenue Per Deal 15.00% Handling team escalations
New Account Win Rate Manager Score 10.00% Ensure team attendance and discipline
Stage One Opportunity Creation (Webinars) 100.00% Training team weekly
Expansion to New MarketPlaces PLG and CRM proper implementation
Contraction in MarketPlaces
Revenue Loss due to Contraction
Churned Revenue (Lost to Competion) Vs No of Accounts Churned
Net Revenue Gain / Loss due to Expansion or Contraction
Enterprise Sales Manager
Incentive
Target Percentage
Min target achieved
Avg target achieved
Max target achieved