The document discusses key metrics that sales teams should measure and how to leverage data insights. It recommends establishing leading and lagging metrics, developing a theory based on buyer personas, interviewing top performers, and adjusting metrics over time based on business changes. Common metrics include activities, connections, meetings, opportunities, pipeline, and revenue. Data insights should be actionable and accessible to decision makers to allow adjustments in real time.

1. The Vital Metrics Every Sales
Team Should Be Measuring
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2. 1. Introductions & Housekeeping
2. Choosing the right metrics
3. How to measure your metrics correctly
4. How to leverage data to find insights
5. Biggest mistakes when trying to make sense of their data
6. How to make data-driven decisions
7. Q&A
8. The Last Word
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Today’s Agenda
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3. @PersistIQ
Bob Lempke
VP of Sales, Chartio
Pouyan Salehi
CEO & Cofounder, PersistIQ
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4. @PersistIQ
Please Ask Questions!
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5. @PersistIQ
Pouyan Salehi
PersistIQ
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1. Choosing the Right Sales Metrics
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The importance of tracking the right metrics
An increased access to data doesn’t always result in an
increase in sales performance
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2. Establish a “Leading vs. Lagging” Mindset
Leading indicators
Laggin indicators
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3. Come Up with a Theory
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Ask yourself smart questions about your
buying personas
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4. Interview Your Reps
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Ask Top Performers what they’re doing
differently
Ask your Bottom Performers why they think
they’re behind
Any theme emerge?

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5. Polish Your Theory
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Your main KPIs will remain the same, but
other important metrics will shift and move with
your business and the market.
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How to measure Your Metrics Correctly
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Main metrics and KPIs will look different
for every company depending on many
factors
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Possible Metrics to Measure
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● Activities
● Connects
● Conversations with DMs
● Meetings booked
● Meetings happened
● Meetings converted into qualified Opportunities
● Pipeline Generated
● Opportunities (or Pipeline) Closed Won
● Opportunity Expansion
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Be Careful
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Incentives affect reps performance

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Looking at the Funnel
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Go as high as you need up the
funnel until you can fully understand
your business model, but don’t lose
focus on the fact that the end in
itself is revenue generated.
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15. @PersistIQ#MeasuringSalesMetrics@
Bob Lempke

16. @PersistIQ
Fired Up about Actionable Data
PersistIQ has help ID what is important…
What do you do with that insight??
● How do you leverage KPI’s to WIN???
● What can go wrong???
● Best Practices in Data Driven Decisions...
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17. @PersistIQ
Who is Chartio?
Chartio is a cloud business intelligence platform that
allows everyone, regardless of technical level, to
gather, analyze, and share data with the rest of their
company.
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How To leverage your KPIs
Make them yours…
One size does not fit all…
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How To leverage your KPIs
Differing approaches can make a huge impact…
Challenge the status quo…think differently!
Allow problems to be attacked from different angles...
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20. @PersistIQ
How To leverage your KPIs
● New Sales Qualified Leads by SDR and team
● Call volume and overall activity tied to SDR’s
● New MRR and ARR by week/month
● Average Selling Price (ASP)
● Net new customers
● Pipeline growth
● Ongoing Trial activity and health of each
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Biggest Mistakes in Data...
Too much Data is Pushed…
The Numbers say…
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Biggest Mistakes in Data...
No ownership…
Not my info…
Different approaches…
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Biggest Mistakes in Data...
Data diversity...
Most Companies that are “data driven” push data to like roles…
All Sales People should make 100 calls a week…
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Ideas for Data-Driven Decisions
The ones closest to decision, should have same access to actionable data…
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Ideas for Data-Driven Decisions
After all, they are closest to the action…
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Ideas for Data-Driven Decisions
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Data needs to be accurate and real time...look forward...allow adjustments before the problem…

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Ideas for Data-Driven Decisions
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Rear view DATA is never good…

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Data Governance
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Should be Governance…
Accessible, Visible, Useable

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Summary...
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Make your insights your own and find a tool that allows you to do so…
Don’t assume generic data applied to all….make it yours…allow for
thought and customization...by role, by individual, by territory...
Let the people making decisions have visibility to the data that drives the
best decisions…
And use data/insights to think ahead/predict...make it real time and
adjust on the fly…not after bad things happen!!

30. @PersistIQ
BARC Survey...
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Chartio was ranked in top or as a Leader on the following KPI’s among Mid-Size Deployments in the
Americas:
● Ease of Use
● Agility
● Self-service
● Innovation
● WIllingness to Recommend
● Collaboration
● Competitive Win Rate
● Project Success
● Chosen as a Standard
● Vendor Support
● Operational BI
● Chosen as a Standard
● Price-to-value perception

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Q&A
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Bob@Chartio.com Pouyan@PersistIQ.com
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Get In Touch
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PersistIQ
Want to see how PersistIQ can
help your sales team be more effective?
Let us show you!
PersistIQ.com/demo
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CHARTIO
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Get More Out of Your Sales Data
Learn how Chartio helps you make better business decisions.
landing.chartio.com/measuring-sales-metrics

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Thank you!
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