## The Most Important Sales KPIs for Each Stage of the Funnel

Profitable sales operations require insights. Numbers tell you which screws to fix, where to invest, who to promote, who to demote. But numbers can also be deceptive.

Working with metrics is a lot like handling microscopes. If you zoom in too much or too few, you’ll miss something essential. Place a wrong object on the slide and you never had a chance to get meaningful insights to begin with.

Finding your sales KPIs means finding the perfect zoom level at those spots with the most leverage in your sales process. Here’s what you need to measure to keep all systems in check at any time.

### 1Prospecting KPIs

Prospecting is like holding a sieve over your sales funnel while you pour in raw customer material. Extensive research results in a finer grain and more suitable outbound prospects. Then again, less research means more time for reaching out, hence more chances to score.

Prospecting KPIs measure when and to which extent these equations apply. They serve as a basis for allocating your agents’ time wisely.

In order for them to do so, link them up with KPIs further down the funnel. Then they’ll also allow you to compare your agents’ performance in this first stage.

### 2Reach Out KPis

These key metrics evaluate the productivity and effectiveness of your sales team in first-contacting prospects, both inbound and outbound. They encompass and assess anything that’s lead generation but not lead qualification.