Guide

KPI Selection: Measure What Drives Growth

Too many metrics confuse. Too few miss important signals. Select 3-5 core KPIs that align to strategy. Measure ruthlessly.

KPI Categories

Revenue KPIs

Metrics: ARR, MRR, Revenue Growth %, NRR, Win Rate

Owner: CEO/CFO

Pipeline KPIs

Metrics: Pipeline generation, pipeline coverage, pipeline velocity, forecast accuracy

Owner: VP Sales/RevOps

Sales KPIs

Metrics: Deals closed, avg deal size, sales cycle, conversion rate, quota attainment

Owner: Sales Manager

Customer KPIs

Metrics: Churn rate, NPS, health score, expansion rate, retention

Owner: VP CS/Customer Success

Marketing KPIs

Metrics: Lead generation, lead quality, cost per lead, lead to opportunity rate, pipeline contribution

Owner: VP Marketing

KPI Selection Framework

1. Start with strategy. What are your top 3 goals? (e.g., grow ARR 50%, improve NRR, reduce churn)

2. Map KPIs to goals. What metrics measure progress toward each goal?

3. Select 3-5 per role. Each role owns 3-5 KPIs. No more. Focus matters.

4. Set targets and cadence. Monthly reviews. Quarterly adjustments. Yearly planning.

5. Automate tracking. Dashboards update daily. No manual reporting.

Select and implement your KPI framework

Work with a consultant to design KPIs aligned to your strategy.

KPI Framework Workshop

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