If you ever wanted a definitive reference guide for understanding, calculating, and tracking Key Performance Indicators for your go-to-market strategy and investments -- THIS IS IT.

In 60+ pages that include many data-illustrative examples and recommendations, this will be a go-to resource for you for many years to come as you support everything from annual planning, to performance measurement against MBOs, team goal-setting, and ROI analysis. Use this guide to improve how you are tracking the inputs and outcomes of your revenue-building initiatives, and how to take a "modular KPI" approach so that your scorecarding aligns to your specific business circumstances and goals.

Table of Contents:

Part One: Why KPIs Matter

  • Why does this need to be prioritized?
  • Who cares about these KPIs?
  • What happens in the planning phase?
  • What happens once the fiscal year is underway?
  • How do you optimize?

Part Two: Best Practices for KPI Scorecarding and Insight-Gathering

Part Three: GTM Revenue Management KPIs

  • KPI Group 1: Hiring and Attrition
  • KPI Group 2: Quota Capacity and Attainment
  • KPI Group 3: Ramp
  • KPI Group 4: Pipeline
  • KPI Group 5: Sales Cycle Execution
  • KPI Group 6: Productivity

Part Four: Bringing It All Together

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