Sales Operations Key Performance Indicators

Learn about branded keywords, including identifying your branded keywords, & strategies for optimizing branded keywords.

A conversion path is the journey a visitor takes to complete a desired goal, such as making a purchase, filling out a form, or subscribing.

Technographics is data that outlines a company’s technology stack, helping B2B teams identify prospects based on the software and hardware they use.

Prospecting is the process of identifying potential customers, or prospects, to build a sales pipeline and generate new business opportunities.

Tokenization is the process of breaking down text into smaller units called tokens, such as words or characters, for AI to process.

Cold emailing is sending unsolicited emails to potential customers you haven't contacted before, aiming to start a business conversation.

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.

Sales engagement is the sum of all interactions between a seller and a prospect, aimed at building a relationship and moving a deal forward.

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

Lead Velocity Rate (LVR) is the growth rate of your qualified leads, measured month-over-month. It's a key indicator of future revenue.

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.

Consultative selling is an approach where salespeople act as expert advisors, diagnosing customer needs to provide the most suitable solutions.

The awareness stage is the first step in the buyer's journey, where a potential customer realizes they have a problem or an opportunity to explore.

Intent-based leads are potential customers whose online actions—like searches or content engagement—signal a clear interest in buying a solution.

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

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.

SQL (Structured Query Language) is the standard language for managing and querying data within relational databases.

Closed opportunities are potential deals that have concluded. They are categorized as either 'closed-won' (a sale was made) or 'closed-lost'.

Sales territory management is the process of grouping accounts into territories and assigning them to reps to maximize sales and market coverage.

Monthly Recurring Revenue (MRR) is the predictable, recurring income a business expects to receive each month from all active subscriptions.

Personalization is the practice of using data to tailor products, services, or content to an individual's specific needs and preferences.

Ad-hoc reporting is the creation of one-off reports to answer specific business questions as they arise, providing instant, targeted insights.

Data cleansing, or data scrubbing, is the process of detecting and correcting inaccurate records from a dataset to improve data quality.

ClickFunnels is a popular online tool that lets entrepreneurs easily build sales funnels to guide potential customers through the buying process.

A channel partner is a company that works with a manufacturer or producer to market and sell their products, software, or services to customers.

An Applicant Tracking System (ATS) is a software application that manages your entire hiring and recruitment process from a single dashboard.

Learn about bulk API, including how it works, the advantages of using it, common use cases, and tips for optimizing it.

Reverse logistics is the process for goods moving from the customer back to the seller, covering returns, repairs, recycling, and disposal.

Mid-market companies are businesses larger than small businesses but smaller than large enterprises, often defined by revenue or employee size.

Lead generation is the process of identifying and cultivating potential customers for a business's products or services.

Learn about buyer intent data, including sourcing and interpreting buyer intent data, & key metrics in buyer intent analysis.

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

Forward revenue is the total value of all active, committed contracts that are expected to be recognized as revenue in the future.

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

Cross-selling is a sales tactic of encouraging customers to purchase products or services that are related to what they're already buying.

A vertical market is a niche where businesses cater to a specific industry or group of customers with specialized needs, not the mass market.

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

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

Predictive lead generation uses data and AI to find prospects most likely to buy, helping teams focus their efforts on high-value leads.

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

Adobe Analytics is a leading web analytics solution for gaining real-time insights into user activity across websites and mobile applications.

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

Lead generation tactics are the strategies and methods used to attract potential customers and convert them into leads for your sales team.

Discount strategies are pricing tactics used to attract customers and boost sales by temporarily reducing the price of products or services.

Customer buying signals are the actions, behaviors, or statements a prospect makes that indicate they are moving towards a purchase decision.

Dynamic segments are self-updating lists that group contacts based on real-time data, ensuring your outreach is always timely and relevant.

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

Learn about bottom of the funnel, including maximizing conversions at the funnel's end, & strategies for nurturing bottom-funnel leads.

Sales and marketing alignment means both teams work in sync, sharing goals and data to boost lead quality, conversions, and company revenue.

Sales enablement provides sales teams with the necessary tools, content, and information to help them sell more effectively and efficiently.

Learn about behavioral analytics, including implementing behavioral analytics successfully, & key metrics in behavioral analytics.

A Customer Data Platform (CDP) centralizes customer data from all sources to create a complete, unified profile for each individual customer.

An objection is an explicit expression by a prospect that presents a barrier to moving forward in the sales process.

Low-hanging fruit are the most obvious and easy-to-tackle tasks or goals that provide a quick, valuable return for minimal effort.

Programmatic advertising uses AI and real-time bidding to automate the buying and selling of digital ad space, targeting specific audiences.

Buyer’s remorse is the sense of regret or anxiety that can arise after making a purchase, often questioning if it was the right decision.

Serviceable Addressable Market (SAM) is the portion of the market your business can realistically serve with its current products and sales channels.

Copyright compliance is adhering to laws that protect creative works. It involves legally using content by obtaining permission or licenses.

Application Performance Management (APM) monitors and manages an application's performance, availability, and the experience of its end-users.

Click-through rate (CTR) is a metric that measures the percentage of people who click on a specific link, ad, or call-to-action.

Segmentation analysis is the process of dividing a broad market into smaller, distinct groups of consumers with similar needs or characteristics.

Account management is the post-sales practice of building and nurturing long-term relationships with a company's most valuable clients.

A Master Service Agreement (MSA) is a foundational contract that sets the general terms for an ongoing business relationship between two parties.

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

Inbound leads are potential customers who proactively reach out after finding your business through content, social media, or search.

A demand generation framework is a strategic process for creating awareness and interest in your product, ultimately driving new business.

Sales prospecting techniques are methods used by sales teams to identify, contact, and qualify potential customers, also known as prospects.

Direct sales involves selling products directly to consumers in a non-retail setting, such as at home, online, or person-to-person.

User interaction is any action a user takes within a digital interface, like clicking a button, scrolling a page, or filling out a form.

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

The self-service SaaS model allows customers to independently sign up, use, and manage a product without any direct help from the company.

A sales stack is the suite of tech tools—from CRMs to prospecting software—that sales reps use to close deals faster and more efficiently.

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

Learn about bad leads, including identifying bad leads, warning signs of bad leads, impact of bad leads on sales, & strategies to minimize bad leads.

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

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.

Learn about BAB formula, including implementing BAB in sales strategies, crafting an effective BAB pitch, & comparing BAB with other sales frameworks.

An elevator pitch is a short, memorable summary of what you do, designed to be delivered in the time it takes to ride an elevator.

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

A RESTful API is a web service interface that uses HTTP requests to access and use data, adhering to the constraints of REST architecture.

Learn about B2B demand generation, including strategies for effective B2B demand generation, & key components of a demand generation program.

Inventory management is the process of ordering, storing, and using a company's inventory, from raw materials to finished goods.

Voice search optimization is the process of optimizing your content, SEO, and online listings to appear in and rank for voice-based searches.

A Marketing Qualified Lead (MQL) is a prospect who has shown interest based on marketing efforts but isn't yet ready for a sales conversation.

A sales funnel is a model illustrating the customer's journey from initial awareness to the final purchase, narrowing down leads at each stage.

Sales rep training is the process of equipping your sales team with the skills, knowledge, and tools to effectively sell and hit their targets.

A needs assessment is the process of identifying the gap between a company's current state and its desired future state.

A Marketing Qualified Opportunity (MQO) is a lead vetted by marketing as a genuine sales opportunity, ready for direct sales follow-up.

Learn about B2B intent data, including how B2B intent data enhances sales strategies, sources of B2B intent data, leveraging B2B intent data for competitiveness.

DevOps is a culture and set of practices that merges software development (Dev) and IT operations (Ops) to shorten development cycles.

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

Escalations are the process of moving a customer issue or sales opportunity to a more senior or specialized team member for resolution.

A payment gateway is a service that authorizes and processes payments for businesses, acting as a secure link between the customer and the merchant.

An Account Executive (AE) is a sales professional responsible for closing new business deals and managing existing client relationships to drive revenue.

Lightning Components is a UI framework for building dynamic web apps for mobile and desktop devices on the Salesforce Lightning Platform.

The marketing funnel is a model illustrating the path potential customers take, from initial awareness to making a purchase.

A consumer is an individual or entity that buys products or services for personal use, not for resale. They are the final user in a supply chain.

Deal flow refers to the stream of business proposals and investment opportunities that a company or investor receives.

Internal signals are data points from your own systems, like website visits or product usage, that indicate a customer's buying intent.

Event tracking is the method of collecting data on specific user actions, or 'events,' on a website or app, such as clicks or downloads.