Concept: KPI Framework for Sales

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Structured approaches to measuring, managing, and scaling sales performance. Drawn from leading books and methodologies, each framework emphasizes specific KPIs critical for predictable growth.

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Sales KPIs (c_sales_kpis)
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Sales Strategy (c_sales_strategy)

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c_sales_kpi_frameworks

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KPI Framework for Sales

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2025-08-29T13:47:57.637Z

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2026-01-16T03:43:46.329Z

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# KPI Framework for Sales

Structured approaches to measuring, managing, and scaling sales performance. Drawn from leading books and methodologies, each framework emphasizes specific KPIs critical for predictable growth.

## The SaaS Sales Method: Sales as a Science – Jacobs, Jacobs & Caravelli

Analytical, RevOps-style approach. Breaks sales into Market, Model, Message, and Mechanics. Best when building a professional sales org with forecasting discipline. Main KPIs: Quota Capacity/Productivity per AE, Funnel Conversion Rates, Average Deal Size (ACV), Forecast Accuracy.

## From Impossible to Inevitable – Aaron Ross & Jason Lemkin

SaaS growth benchmarks. Shows what 'good' looks like at different stages and why predictable pipeline is the lifeblood of scale. Main KPIs: ARR Growth Rate (e.g., 'triple-triple-double-double'), Pipeline Creation Rate, Churn/Net Dollar Retention (NDR), CAC Payback Period.

## Cracking the Sales Management Code – Jason Jordan & Michelle Vazzana

Universal framework for structuring KPIs. Separates activities, objectives, and results. Helps leaders know what they can control vs. influence. Main KPIs: Pipeline Coverage, Win Rate, Sales Cycle Length, Activity Metrics (calls, meetings, proposals).

## The Sales Acceleration Formula – Mark Roberge

HubSpot’s CRO playbook. Founder-friendly, tactical: how to hire, train, and measure sales at scale. Main KPIs: Lead Conversion Rate (MQL → SQL → Opportunity), Ramp Time for new reps, Customer Acquisition Cost (CAC), Lifetime Value (LTV)/CAC Ratio.

Concept: KPI Framework for Sales

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