28 B2B Sales KPIs Companies Should Track

This article from NetSuite explains some of the most critical KPIs (key performance indicators) that businesses should track in B2B sales:

1. Sales growth rate: This measures the percentage of sales growth from one period to another.
2. Lead-to-sale conversion rate: This measures the percentage of leads that convert into actual sales.
3. Sales cycle length: This measures the amount of time it takes to close a deal from initial contact to final sale.
4. Customer acquisition cost (CAC): This measures how much it costs to acquire a new customer.
5. Customer lifetime value (CLV): This measures the total value of a customer over the lifetime of their relationship with the company.
6. Average deal size: This measures the average size of a closed deal in terms of revenue.
7. Sales pipeline: This measures the total value of all potential deals in the sales pipeline.
8. Win rate: This measures the percentage of deals that are won out of all potential deals in the sales pipeline. By tracking these KPIs, businesses can gain valuable insights into their sales performance and identify areas for improvement.