Sales Operations Key Performance Indicators

Hadoop is an open-source framework designed for the distributed storage and processing of extremely large data sets across clusters of computers.

Data visualization is the practice of translating information into a visual context, like a map or graph, to make data easier to understand.

Revenue Operations KPIs are quantifiable metrics that track the performance, efficiency, and health of a company's revenue-generating engine.

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

Audience targeting is the process of segmenting consumers into specific groups to deliver more personalized and relevant marketing messages.

Average Revenue per User (ARPU) is a key performance indicator that calculates the average revenue generated from each user or subscriber.

Learn about brand equity, including understanding its importance, building strong brand equity, measuring brand equity, & real-world applications.

MEDDICC is a sales qualification framework for complex B2B deals. It helps reps identify and validate key aspects of an opportunity to close more effectively.

The lead qualification process is how you determine which prospects are most likely to become customers by evaluating them against specific criteria.

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

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.

Marketing attribution is the process of identifying which touchpoints contribute to a conversion and assigning value to each of them.

Call disposition is the process of labeling the outcome of a call. It helps sales teams track interactions and plan their next steps effectively.

Drupal is a free, open-source content management system (CMS) for building websites and applications. It's known for its robust flexibility.

Zero-based budgeting (ZBB) is a method where all expenses are re-evaluated and must be justified from scratch for each new budget period.

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

The buying process is the journey a customer takes from first realizing a need to making a final purchase decision and evaluating it afterward.

Warm outreach is contacting prospects with whom you have a pre-existing connection, like a mutual contact, making your message more personal and effective.

The Target Buying Stage identifies a prospect's position in the buying journey, from initial awareness to the final decision to purchase.

“End of Quarter” (EOQ) refers to the final weeks of a business quarter when sales teams rush to meet quotas, often leading to a flurry of deals.

Intent leads are prospects who show buying signals through their online actions, indicating they're actively looking to make a purchase.

Learn about B2B leads, including identifying quality B2B leads, generating B2B leads effectively, & B2B leads vs. B2C leads: understanding the differences.

The C-suite, or C-level, refers to a company's most senior executives. Their titles usually start with 'Chief,' such as CEO, CFO, or CTO.

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

Video prospecting is the sales technique of sending personalized videos to potential customers to grab their attention and secure more meetings.

Learn about B2B data enrichment, including benefits of B2B data enrichment, implementing B2B data enrichment strategies, B2B data enrichment vs. data cleaning.

GDPR compliance means following the EU's strict data protection laws to ensure the secure and lawful handling of personal data.

Customer Retention Rate (CRR) is the metric that measures the percentage of customers a company has kept over a specific period of time.

Learn about B2B marketing KPIs, including identifying key B2B marketing KPIs, setting achievable KPI targets, B2B vs B2C marketing KPIs: understanding the differences.

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

Touches are the individual interactions you have with a prospect throughout the sales process, from emails and calls to social media messages.

Mobile app analytics involves collecting and analyzing data from mobile apps to understand user behavior and optimize the app's performance.

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

Video selling uses personalized video messages to engage prospects, build rapport, and guide them through the sales funnel to close more deals.

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.

SPIN selling is a sales technique using a sequence of questions—Situation, Problem, Implication, Need-Payoff—to uncover a buyer's needs.

An on-premise CRM is a system hosted on a company's own servers, offering complete control over data, security, and system maintenance.

Product recommendations are a marketing strategy that uses customer data to suggest relevant products, boosting sales and customer engagement.

Key accounts are a company's most valuable customers, vital due to their significant revenue contribution and strategic importance for growth.

The consideration buying stage is where potential customers have defined their problem and are now actively researching and evaluating solutions.

Churn, also known as customer attrition, is the rate at which customers stop doing business with a company over a given period.

Chatbots are AI-powered programs that simulate human conversation. They interact with users via text or voice, typically for customer support.

Quality Assurance (QA) is the systematic process of ensuring a product or service meets specified quality standards from development to delivery.

Customer Acquisition Cost (CAC) is the total cost a business spends to gain a new customer. It includes all sales and marketing expenses.

A small to medium-sized business (SMB) is a company whose employee count and annual revenue fall below certain industry-specific thresholds.

Funnel optimization is the process of improving each stage of the customer journey to maximize conversions and drive revenue growth.

Sales automation uses software to streamline and automate repetitive, manual sales tasks, freeing up reps to focus on selling.

Key Performance Indicators (KPIs) are measurable values that demonstrate how effectively a company is achieving its key business objectives.

Compounded Annual Growth Rate (CAGR) measures the mean annual growth of an investment over a specified period of time longer than one year.

Rollback procedures are a set of steps to restore a system to a previous, stable version after a failed update, ensuring minimal disruption.

Net 30 is a common payment term where a client has 30 calendar days from the invoice date to pay for goods or services in full.

A Virtual Private Cloud (VPC) is a secure, isolated section of a public cloud. It lets you provision your own logically isolated resources.

Lead enrichment adds third-party data to your raw lead lists, creating fuller prospect profiles for more effective and personalized outreach.

Customer Lifetime Value (CLV) is the total revenue a business expects from a customer throughout their entire relationship with the company.

Lead scoring models rank prospects by assigning points for their behaviors and demographics, helping sales teams prioritize their outreach.

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

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

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

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

An Operational CRM is a system that automates and improves customer-facing business processes like sales, marketing, and customer service.

A sales methodology is the framework that guides how your sales team approaches the entire sales process, from prospecting to closing deals.

Analytical CRM analyzes customer data to uncover actionable insights, helping businesses make smarter decisions and improve customer interactions.

Firmographic data is information used to classify firms. It includes attributes like industry, employee count, location, and annual revenue.

Serviceable Obtainable Market (SOM) is the portion of the market you can realistically capture with your current resources, sales, and marketing.

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

Data security protects digital information from unauthorized access, corruption, or theft throughout its entire lifecycle.

Learn about brand loyalty, including how to build brand loyalty, benefits of brand loyalty, measuring brand loyalty, & strategies for increasing loyalty.

Pipeline coverage is a key sales metric. It's the ratio of your total open pipeline value to your sales quota for a specific period.

Dynamic territories are fluid sales assignments that adjust based on real-time data, ensuring reps can focus on the highest-value accounts.

CRM hygiene involves regularly cleaning and updating your customer data to ensure your CRM system remains a powerful and reliable tool.

Customer engagement is the ongoing, value-driven relationship a business builds with its customers to foster brand loyalty and awareness.

A Search Engine Results Page (SERP) is the page displayed by a search engine after a user enters a query, listing results ranked by relevance.

Data-driven marketing uses customer data to inform marketing decisions, optimize campaigns, and deliver personalized experiences to consumers.

A Digital Sales Room is a private online space where sellers share all relevant content with buyers to streamline the sales cycle.

Event marketing is a strategy where brands engage directly with target audiences through live events like trade shows, conferences, or webinars.

Sales Operations Management streamlines sales processes, tech, and data analysis to help sales teams sell more effectively and efficiently.

Revenue Operations (RevOps) is a business function that aligns a company's sales, marketing, and customer service teams to drive predictable revenue.

On-Target Earnings (OTE) is a salesperson's total potential pay, combining base salary and commission for hitting their sales quota.

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

A headless CMS is a back-end content repository that delivers content via API to any front-end, decoupling the content from its presentation layer.

An Account Development Representative (ADR) identifies and qualifies new business opportunities, creating a pipeline for account executives.

Economic Order Quantity (EOQ) is the ideal order quantity a company should purchase to minimize its total inventory-related costs.

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

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.

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

Sales velocity is a key metric measuring the speed at which your company makes money. It shows how fast deals move through your sales pipeline.

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

Opportunity management is the process of tracking potential sales from first contact to a closed deal, helping teams prioritize and win more.

Learn about B2B data solutions, including unlocking the power of B2B data, & key components of effective B2B data solutions.

A stakeholder is any individual, group, or party that has an interest in an organization and the outcomes of its actions.

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.

Fault tolerance is a system's ability to continue operating without interruption when one or more of its components fail.

AI data enrichment uses artificial intelligence to automatically enhance and update raw data, making it more complete, accurate, and valuable.

Account-Based Sales Development (ABSD) is a focused strategy where SDRs target key stakeholders within specific, high-value accounts.

Learn about BANT framework, including implementing BANT in sales strategy, advantages of the BANT methodology, & BANT vs. other qualification models.

The Dark Funnel describes customer buying activities that are untrackable by companies, such as private chats and word-of-mouth referrals.

CCPA compliance is adhering to the California Consumer Privacy Act, a law that grants consumers more control over their personal data.

AppExchange is Salesforce's cloud marketplace, offering a vast ecosystem of apps and expert services to extend Salesforce functionality.

CRM data is the information businesses use to manage customer relationships. It covers contact details, purchase history, and communication logs.

Lead nurturing is the process of developing and reinforcing relationships with buyers at every stage of the sales funnel.