If you ever wanted a definitive reference guide for understanding, calculating, and tracking Go-to-Market (GTM) Key Performance Indicators, THIS IS IT.

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.

Table of Contents:

Part One: Why KPIs Matter

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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