Delivering a presentation to executive leadership is part of being in sales. While it can be nerve-wracking, being prepared and knowing the right things to show will help ensure success.
KPI or key performance indicator helps measure the progress of an organization. It is also used in defining and evaluating success. It is a quantitative measurement.
The best KPIs vary depending on the goal you want to achieve. Here are some tips you can use to define KPIs:
Executives want to meet with you because they want to hear from an expert. They want to listen to someone who knows how to get results in a way that matters to them. That is why you should be aware of the right metrics that will get the most insight and help in making important decisions.
To do that, you have to present the KPIs that are important to them. Here are three of them:
What are the goals of your team? What are you working towards?
The answer to these questions will refer to your sales target. It compares sales wins or the so-called closed deals over different periods. This KPI helps motivate and rally the team.
Track the sales targets to gather historical data that sales managers and executives can use in setting more attainable goals in the future. Additionally, the members of the sales team can also use this KPI to keep track of their progress.
This KPI refers to an education estimation or forecast for the upcoming year concerning the revenue that the company will likely gain. Using this, executives can better decide on the spending budget as well as determining margins. These forecasts may also serve as a reminder of where the team and company should be at a certain point in time.
Additionally, revenue forecasts are critical when planning business growth. Executives can decide if hiring new employees is needed, when is the right time to launch campaigns, or if there is a need to cut costs due to slowing down of business.
Getting new customers is crucial, but keeping them around is more important. Use retention and churn rates to measure and track lost customers as well as revenue. This KPI tracks clients who bought products and decided not to make another purchase. Thus, helping executives gauge the company’s overall health.
Churn may refer to various things.
To ensure the authenticity of KPIs, having accurate customer data is necessary.
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