salesteam

In my experience, most companies have KPIs in their sales organizations but the real issue is usually whether or not the KPIs they trot out actually drive revenue. In most cases, they do not.

KPIs must be forward looking indicators, not lagging, or backwards looking results and most companies fail to make that key distinction.  While last month’s revenue and gross profit numbers are an indicator of how the company performed (past tense), they do not indicate how the company WILL perform (forward looking).