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Data & reporting
Choosing sales KPIs
The handful of metrics that actually drive bookings — coverage, conversion, cycle, deal size, attainment — each with an owner and a target.
Owned by: Sales analystTest band: Sales analyst
In practice
Three to five. If a metric moved last month, someone should be able to say what they did about it. Otherwise it is a statistic.
The kind of thing the test asks
- A dashboard tracks 22 metrics. The likely problem is…
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