Sales Operations Key Performance Indicators

Revenue Operations KPIs are quantifiable metrics that track the performance, efficiency, and health of a company's revenue-generating engine.

Cold calling is a sales technique where reps contact potential customers who have had no prior interaction with their company or product.

Sales prospecting software automates the process of finding, contacting, and tracking potential customers to help sales teams build their pipeline.

AppExchange is Salesforce's cloud marketplace, offering a vast ecosystem of apps and expert services to extend Salesforce functionality.

Social proof is a psychological phenomenon where people assume the actions of others reflect correct behavior for a given situation.

Learn about business continuity, including understanding key components, steps to ensure continuity, common challenges, & best practices.

A Software Development Kit (SDK) is a set of tools that allows developers to create applications for a specific software package or platform.

The FAB technique is a sales framework connecting product features to advantages and then to the specific benefits for the customer.

Sentiment analysis, or opinion mining, automatically determines the emotional tone behind text—whether it's positive, negative, or neutral.

A spiff is a short-term sales incentive, often a cash bonus, paid directly to a salesperson for selling a specific product or service.

A Data Management Platform (DMP) is a tech platform used to collect and manage data, mainly for digital marketing and advertising campaigns.

Robotic Process Automation (RPA) uses software bots to mimic human actions and automate repetitive, rules-based tasks on digital systems.

Learn about buyer behavior, including understanding the buyer's journey, influencing factors in buyer behavior, & buyer behavior and marketing strategy.

Outbound lead generation means proactively reaching out to potential customers who haven't yet expressed interest to introduce them to your brand.

CI/CD, or Continuous Integration/Continuous Delivery, automates software builds, tests, and deployments for faster, more reliable releases.

Territory management is the process of segmenting customers into groups by geography or other factors to optimize sales efforts and resources.

Signaling is using credible actions to convey information about quality or intent to a less-informed party, effectively building trust.

The 80/20 rule, or Pareto Principle, posits that 80% of results come from just 20% of the effort. It's a key concept for prioritization.

Closed Won is a CRM status for a sales deal that has been successfully concluded, resulting in a signed contract and a new customer.

Cross-Site Scripting (XSS) is a web security vulnerability that allows attackers to inject malicious scripts into trusted websites.

Total Addressable Market (TAM) represents the maximum revenue a company can earn by selling its product or service in a specific market.

SPIN selling is a sales technique using a sequence of questions—Situation, Problem, Implication, Need-Payoff—to uncover a buyer's needs.

Sales Key Performance Indicators (KPIs) are quantifiable metrics used to measure how effectively a sales team is achieving its key objectives.

Sales Operations, or Sales Ops, streamlines sales processes, manages tools, and analyzes data to help sales teams sell more effectively.

Siloed describes the isolation of data, teams, or systems within a company, which blocks collaboration and creates operational bottlenecks.

Buying intent is the collection of online cues and behaviors that signal a prospect is actively researching and moving toward a purchase decision.

A canary release is a deployment strategy where new software is rolled out to a small user group first, minimizing risk before a full release.

A cold email is an initial outreach sent to a potential customer with whom you've had no prior contact, aiming to introduce your business.

An API (Application Programming Interface) is a software intermediary that allows two applications to talk to each other and exchange information.

A Content Management System (CMS) is software for creating, managing, and modifying website content without needing specialized technical skills.

Network monitoring is the continuous process of tracking a computer network's performance and health to detect and resolve issues proactively.

CPQ (Configure, Price, Quote) software is a sales tool for creating accurate, configurable quotes for complex products and services.

Drupal is a free, open-source content management system (CMS) for building websites and applications. It's known for its robust flexibility.

Closed Lost is a sales term for a deal that didn't go through. The prospect decided not to buy, or the sales team disqualified them.

Net new business is revenue from customers who have never purchased from your company before. It’s a crucial indicator of sustainable growth.

MEDDICC is a sales qualification framework for complex B2B deals. It helps reps identify and validate key aspects of an opportunity to close more effectively.

A freemium model offers a product's basic features for free, enticing users to upgrade to a paid version for more advanced capabilities.

A use case is a detailed description of how a user interacts with a system to achieve a specific goal, outlining the steps from start to finish.

Marketing automation uses software to automate repetitive marketing tasks, such as email marketing, social media posting, and ad campaigns.

An inside sales rep sells products or services remotely from an office, using digital tools like phone and email to connect with customers.

Account mapping is comparing your customer list with a partner's to find common prospects and unlock new sales opportunities.

Generic keywords are broad search terms that lack specific details like brand or location. They attract a wide audience with less specific intent.

Intent data tracks a user's online behavior—like searches and site visits—to identify signals that they are ready to make a purchase.

A hybrid sales model blends traditional and digital sales methods to engage customers across multiple channels and buying preferences.

Lead management is the process of capturing, nurturing, and qualifying leads to guide them from initial interest to sales-ready.

Private labeling is when a company rebrands a product made by a third-party manufacturer and sells it as their own.

Competitive intelligence (CI) is the ethical gathering and analysis of market data to inform strategic business decisions and gain an advantage.

User-generated content (UGC) refers to any form of content, like images, videos, or text, created and shared by users on online platforms.

Learn about B2B marketing channels, including maximizing B2B channel effectiveness, & exploring digital vs. traditional channels.

ABM orchestration aligns marketing and sales actions across channels to deliver seamless, personalized experiences to high-value accounts.

Freemium is a business model offering a product's basic features for free, while charging for advanced or supplemental features.

Hadoop is an open-source framework designed for the distributed storage and processing of extremely large data sets across clusters of computers.

A sales playbook is a guide that outlines your sales process, best practices, and tools to help reps sell more efficiently and consistently.

Logo retention is a key B2B metric that measures a company's ability to retain its customers, or 'logos,' over a specific period.

Learn about business intelligence, including key components of business intelligence, the role of BI in decision making, business intelligence tools and techniques.

Page views count the total number of times a page on your website is loaded. This metric is a key indicator of your site's overall traffic.

SEO, or Search Engine Optimization, is increasing the quantity and quality of traffic to your website through organic search results.

Enrichment is the process of adding third-party data to your existing customer profiles to get a more complete picture of your leads.

A positioning statement is a concise description of your target market and how your product or service uniquely fills their needs.

A sales strategy is a comprehensive plan that outlines how a business will sell its products or services to achieve its revenue goals.

The buyer journey maps the path a potential customer takes, from first learning about a product to the final decision to buy.

Consumer Relationship Management (CRM) is a strategy for managing all of a company's relationships and interactions with its customers.

A performance plan is a formal document outlining an employee's goals, expectations, and metrics for success over a specific period.

Feature flags let you remotely control features in your app without new code. This enables safe testing, gradual rollouts, and quick rollbacks.

Search Engine Marketing (SEM) is a digital marketing strategy that uses paid tactics to increase a website's visibility in search engine results.

Customer Retention Cost (CRC) is the total amount a company spends to keep an existing customer over a certain period of time.

A Subject Matter Expert (SME) is an individual with profound knowledge and authority in a particular area, topic, or industry.

Call disposition is the process of labeling the outcome of a call. It helps sales teams track interactions and plan their next steps effectively.

Learn about B2B2C, including benefits of B2B2C model, key strategies for B2B2C success, & B2B2C vs. B2C vs. B2B: understanding the differences.

AI in sales uses smart technology to automate repetitive tasks, analyze customer data, and help sales reps close deals more efficiently.

Sales prospecting is the process of identifying potential customers, or prospects, and initiating contact to convert them into paying customers.

Unit economics are the direct revenues and costs of a business calculated on a per-unit basis, revealing its fundamental profitability.

Cold calling is a sales tactic where reps contact potential customers by phone who haven't previously expressed interest in their product or service.

Learn about buyer, including identifying your ideal buyer, understanding buyer's journey, & evaluating buyer decision processes.

Incident response is an organization's systematic approach to managing and mitigating the aftermath of a security breach or cyberattack.

A Value-Added Reseller (VAR) is a company that adds features or services to an existing product, then resells it as an integrated solution.

Ransomware is a type of malicious software that encrypts a victim's files, holding them hostage until a ransom is paid for the decryption key.

Channel sales is an indirect sales model where a company leverages third-party partners, such as resellers or affiliates, to sell its products.

The purchase stage is when a buyer has decided on a solution and is ready to buy. They're comparing vendors to make a final choice.

Account-Based Sales (ABS) is a focused B2B strategy where sales and marketing teams treat high-value accounts as individual markets of one.

Employee advocacy is the promotion of an organization by its staff members, who share positive messages and content through their personal networks.

A dialer is software that automatically dials phone numbers for agents, boosting call efficiency and connecting them to live prospects faster.

A closed question is a type of query that elicits a simple, often one-word answer like 'yes' or 'no,' or a specific, factual response.

Nurture is the process of building relationships with potential customers, guiding them through the sales funnel with personalized communication.

Multi-touch attribution is a marketing analytics method that credits multiple touchpoints on the customer journey for a conversion.

Outbound sales is when reps proactively contact potential customers through cold calls or emails to generate leads and build a sales pipeline.

A Product Qualified Lead (PQL) is a user who has experienced a product's value, signaling a strong potential to convert to a paid customer.

Serviceable Available Market (SAM) is the segment of the total market that your business can realistically serve within its geographical reach.

Inside sales metrics are quantifiable measures used to track the performance, activities, and effectiveness of an internal sales team.

Learn about B2B sales, including key strategies for B2B success, types of B2B sales models, & B2B vs. B2C sales: understanding the differences.

A tire-kicker is a prospect who shows interest in a product but has no intention of buying, wasting a salesperson's time and resources.

Sales workflows are a set of automated actions that streamline the sales process, helping teams engage leads consistently and close deals faster.

Sales metrics are quantifiable data points that track and measure a sales team's performance against specific goals and objectives.

Lead nurturing is the process of developing and reinforcing relationships with buyers at every stage of the sales funnel.

Inbound sales attracts interested prospects who've engaged with your brand, letting sales reps connect with warm leads instead of cold outreach.

Email engagement measures how your audience interacts with your emails. It includes key actions like opens, clicks, replies, and forwards.

Data-driven marketing uses customer data to inform marketing decisions, optimize campaigns, and deliver personalized experiences to consumers.

Digital analytics is the analysis of data from digital channels to understand user behavior and optimize online experiences for business goals.

Customer relationship marketing is a strategy for building lasting connections with customers to foster long-term loyalty and engagement.

Load balancing is the practice of distributing incoming network traffic across a group of backend servers, ensuring no single server is overworked.