9 Best KPIs to Track in B2B Sales

The article discusses the key performance indicators (KPIs) that B2B sales teams should focus on to measure their success. The author notes that B2B sales can be a long and complex process, and it is essential to track the right metrics to ensure that sales efforts are paying off. The following KPIs are highlighted:

1. Conversion Rate: The percentage of leads that convert into paying customers.
2. Average Deal Size: The average value of a closed deal.
3. Sales Velocity: The time it takes to close a deal from the initial contact to signed contract.
4. Customer Acquisition Cost (CAC): The cost of acquiring a new customer.
5. Customer Lifetime Value (LTV): The amount of revenue a customer generates over the course of their relationship with the company.
6. Pipeline Value: The total value of all deals in the sales pipeline.
7. Time to Close: The average time it takes to close a deal.
8. Win/Loss Rate: The percentage of deals won versus the number of deals lost.

The article emphasizes the importance of tracking these KPIs regularly to identify areas for improvement and make data-driven decisions. It also notes that different KPIs may be more relevant depending on the specific goals and objectives of the sales team and the company as a whole.