The typical sales executive does not lack for metrics reflecting the health of the sales cycle. Every CEO knows and understands KPIs like average selling price and win rate. But RPM is all about transforming the ways marketing and sales work, and work together. So it requires a new set of metrics that focus not on how well marketing or sales are doing on their own, but on the overall effectiveness and efficiency of the end-to-end revenue machine. This, in turn, requires a different and broader set of KPIs to monitor and optimize the health of the revenue funnel.
Strategic KPIs for revenue evaluate the overall performance and efficiency of the complete revenue cycle. They are the primary criteria by which companies measure continuous process improvement, and they can warn executives early on about potential problems or opportunities regarding future revenue. Some of these include: