I’m currently working with a sales team that gets it. They use sales KPIs well. They understand pipeline hygiene.

They know that forecasting isn’t about being “right” and that it’s about being useful.

And here’s the interesting part…

Because they have visibility, the business can actually support them.

When KPIs are done properly, leaders can:

• See where deals are genuinely stuck

• Spot risk early (before quarter-end panic)

• Invest in the right opportunities, not the loudest ones

• Resource presales, marketing, and delivery with confidence

• Make smarter decisions with sales, not to sales

Good sales KPIs don’t slow sellers down.

They remove friction.

Bad KPIs create admin.

Good KPIs create clarity.

If you want better forecasts, better win rates, and less pressure on your sales team at month-end or quarter-end, here’s the uncomfortable truth:

The business has to meet sales halfway.

That means:

• Agreeing on what “good” looks like

• Using KPIs as a coaching tool, not a weapon

• Acting on the data sales provides

• Backing sellers when the numbers show reality — not hope

Support your sales team with the right KPIs, and they’ll give you something far more valuable in return:

• Predictability.

• Trust.

• Results.

https://www.youtube.com/@Steve-Victor

#SalesLeadership #SalesKPIs #PipelineManagement #SalesForecasting #RevenueLeadership #B2BSales #SalesEnablement