Revenue
A revenue target for a team or individual.Margins
The profit margin of deals. For example, an objective to improve price negotiations to achieve gross margins of 34%.Efficiency
Sales efficiency is the ratio of revenue to sales costs. It is a basic financial measure that is often used to measure the performance of sales departments and teams. For example, an objective of controlling expenses can be measured with efficiency.Customer Acquisition Cost
A target customer acquisition cost can be used to measure the performance of teams, processes and sales channels.Leads
Generating more leads and/or improving lead quality as measured by lead scoring.Churn Rate
Reducing cancellations and/or increasing renewals.Account Penetration
The ratio of current sales to an account versus the account's estimated potential.Customer Satisfaction
A basic measurement of customer relationships that is considered a leading indicator of customer loyalty.Customer Lifetime Value
Estimated customer lifetime value. Based on things such as the monthly recurring revenue of an account and churn rate.Cycle Time
Shorting the cycle time of sales processes such as lead-to-opportunity or opportunity-to-quote.Upselling & Cross-selling
Targets for upselling and cross-selling.Win Rate
The win rate of proposals.| Overview: Sales Objectives | ||
Type | ||
Definition | Objectives that are used to define sales strategy, performance management and incentives. | |
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