Sales is the engine that powers revenue and growth in any organization. Beyond closing deals, it plays a strategic role in building customer relationships, gathering market insights, and shaping business strategy. By effectively measuring sales performance, organizations can identify strengths, address gaps, and optimize processes—ensuring teams consistently meet targets while adapting to evolving market dynamics.

The sales landscape this year is faster, more digital, and increasingly data-driven. Jannik Lindner, Co-Founder of Gitnux and an experienced digital strategist, noted in a recent report that the sales industry is undergoing a major transformation. With 70% of sales organizations adopting digital initiatives, companies are seeing significant gains—including a 33% increase in revenue and a 40% rise in productivity driven by artificial intelligence (AI)— reshaping how businesses engage with customers. This shift is transforming traditional sales models and redefining how organizations engage and retain customers. 

With buyer expectations rising and competition intensifying, sales leaders require clear, actionable key performance indicators (KPIs) to navigate complexity and deliver results. To meet this demand, The KPI Institute has released the Top 25 Sales KPIs – 2025 Edition, a comprehensive guide to the essential metrics every sales team should monitor in the year ahead.

To provide a glimpse into the report, here are five of the top KPIs featured in the 2025 edition:

1.  % Cannibalization rate of new product offering – Measures the percentage of sales an existing product loses following the introduction of a new product offering within the same market segment. Its purpose is to indicate the highest level of internal product substitution the company can sustain before it begins to lose profit.
2. % All commodity volume (ACV) distribution – Measures the share of market sales volume from stores that carry the organization’s product, with each store’s contribution weighted by its sales size. This metric specifically evaluates how efficiently products are being distributed.
3.  % Sales quota attainment – Measures the percentage of total sales targets that were met during the reporting period. This indicator provides meaningful insight into how various enablement strategies, sales training approaches, and coaching practices impact the sales team’s overall effectiveness over time.
4.  % Adjusted trial rate – Measures the percentage of potential customers expected to try a pre-launch product, adjusted for brand awareness and distribution reach during the reporting period. This is particularly helpful during early concept testing, as it measures initial consumer interest without factoring in real-world limitations.
5. $ Revenue per successful call – Measures the average revenue generated per successful sales call in the reporting period. Its purpose is to assess how efficiently sales interactions generate revenue.

This report is part of the Top 25 KPIs – 2025 series developed by The KPI Institute. The series provides a comprehensive framework for effective performance measurement and addresses key challenges in KPI implementation. Each KPI is documented with practical definitions, calculation formulas, analysis guidelines, and recommended usage scenarios to support integration into performance management systems.

Explore the full report to enhance your sales performance measurement practices. The Top 25 Sales KPIs – 2025 Edition is now available on the TKI Marketplace, with printed copies available for order on Amazon. Get your copy today!

Performance is now inseparable from sustainability. The latest edition of Performance Magazine highlights how organizations are shifting from compliance-focused reporting and fragmented frameworks toward integrated systems and strategic execution. Across expert analyses, global updates, and in-depth interviews, one message has emerged: organizations are treating sustainability as a practical performance discipline embedded in operations and strategy.

Here are 10 ideas from Performance Magazine’s Sustainability Edition that are redefining how organizations think, act, and measure sustainable performance:

1. Make reporting demand action

Sustainability reporting is no longer a ceremonial exercise. Ghada AlTaher, in “New Rules, New Results,” highlights that recent reporting standards bring together fragmented frameworks. They also cut down unnecessary complexity. Firms that build in these disclosures into daily decision-making turn compliance into actionable insights. This way, reporting becomes a driver of improvement, not just a paper trail.

2. Flip regulation into opportunity

Mandatory frameworks are reshaping corporate priorities globally. Liana Paraschiv’s analysis in “Fatigue or Future-Proofing?” points out that companies treating regulatory obligations as strategic levers—not just burdens—can line up operations with stakeholder expectations. They can also boost performance and sharpen their competitive edge.

3. Demand ESG you can trust

Reliable ESG data underpins meaningful decisions. Mai Ismail, in “ESG Data That Actually Matters,” warns that inconsistent or low-quality information can throw off investors and managers. Organizations that set up solid data collection and verification gain clarity on risks, spot opportunities, and see real business impact.

4. See double materiality like never before

Double materiality, discussed by Naamaa Eissa in “Double Materiality at the Core,” shifts companies from reactive compliance to proactive strategy. By looking at both how business affects society and how societal and environmental factors affect the business, organizations can sort out priorities. They can also spot hidden risks and weave ESG into financial and operational planning.

5. Turn equity into performance muscle

Teodora Gorski’s “Equity as a System” emphasizes that inclusion must be built in structurally. When equity guides decisions, resource allocation, and governance, social sustainability becomes measurable and predictable. It also links directly to organizational performance.

6. Show what you don’t know

Bori Pentek, in “Constructive Uncertainty,” points out that being upfront about limits builds up credibility. Organizations that acknowledge gaps in data or strategy invite collaboration and deepen trust. This makes reporting more than a checklist—it becomes a real insight into performance.

7. Decode social data that reveals reality

One Ask Our Expert feature highlights that conventional social metrics often miss what really matters. Patterns in capability equity, relational trust, and community resilience reveal whether people and communities are genuinely thriving. They also show up if business results are truly sustainable.

8. Put circularity in command

Another Ask Our Expert discussion explains that embedding circular economy principles can reduce short-term performance. But it can also pay off in the long run. Strategic planning and performance management need to work through these trade-offs to fully capture sustainability benefits.

9. Train people, shift outcomes

Sustainability education drives organizational change. An Ask Our Expert session notes that employees who understand environmental and social issues become innovators and collaborators. Awareness turns into real operational improvements and stronger alignment with strategy.

10. Hardwire sustainability into operations

Sustainability cannot stay a side initiative. Across expert interviews and global case studies, the message is clear. Integrating ESG into core systems—from KPIs to governance and supply chains—feeds into daily decisions, investments, and long-term strategy.

Organizations cannot treat sustainability as optional or merely a public relations effort. Today, it functions as a core performance discipline, requiring precise metrics, integrated strategy, and alignment across culture and operations. Discover more insights and download Performance Magazine Issue No. 34, 2025 – Sustainability Edition for free at the TKI Marketplace or order a print copy via Amazon.

 

The Global Performance Audit Unit (GPA Unit), The KPI Institute’s strategy and performance audit division, is inviting organizations and practitioners to one of the year’s key gatherings in strategy and performance management. On November 17, senior leaders and industry experts will convene in Riyadh for the Performance Excellence Forum & Awards Gala 2025, a full-day program focused on advancing performance maturity and organizational excellence across sectors.

More than an event, the gala unites visionaries shaping Saudi Arabia’s future in performance, strategy, and transformation. Attendees will gain actionable insights, practical frameworks, and forward-looking perspectives to enhance capabilities and support the Kingdom’s long-term goals.

This year’s forum brings together leaders from government, private, and global organizations with expertise in strategy, transformation, performance management, and human capital. Participants will learn best practices in organizational excellence, digital transformation, and high-performance cultures from experts across aviation, investment, construction, HR, publishing, and technology—leaders driving Vision 2030 and global business standards.

Featured speakers

Below is the curated lineup of speakers leading this year’s forum:

 

 

• Badreddin Ibrahim Alharithy – Strategy & Transformation Director at Albawani Holding
• Led major strategy offices and enterprise project management offices (PMOs), delivering complex transformation programs aligned with Vision 2030.
• Title of the talk: Case Study: From Maturity Assessment to Organizational Impact. A Leap from Emergent to Advanced Practices (along with Cristina Mihăiloaie)

 

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• Anas Alkeaid – Head of Strategic Planning, at Literature Publishing Translation Commission
• Guided strategic initiatives that advance Saudi Arabia’s cultural ecosystem and support national transformation goals.
• Title of the talk: Focus Over Volume: How Performance Maturity Redefines What Gets Measured in Performance Management Systems

 

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• Abdulmohsen K. Alraimi – Excellence Programs and Quality Monitoring Director at ZATCA
• Drove major improvements in digital platforms and quality systems, securing top national excellence rankings.
• Title of the talk: From Local Fixes to Institutional Learning: Advancing Performance Improvement Maturity Across the Organization

 

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• Abdulhadi Al Ghamdi – Performance Management Senior Manager at Riyadh Airports
• Led workforce planning and performance initiatives that strengthened organizational effectiveness across Riyadh Airports.
• Title of the talk: The Performance Management Journey at Riyadh Airports Company​: From engagement insights to execution excellence

 

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• Ahmed Bin Shuail – Senior Director, Head of Strategy & Planning at Public Investment Fund (PIF)
• Spearheads PIF’s corporate strategy management and has contributed significantly to Vision 2030’s national transformation agenda.
• Title of the talk: Panel Discussion: How Strategy and Corporate Performance Leaders Use Maturity Assessments to Drive Business Impact (along with Abdullah Almofleh, Alyn Bailey, and Diogenis Paplomytis, moderated by Cristina Mihăiloaie)

 

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• Zainab Hamidaddin – Executive Director – Engagement & HR Business Partners at Red Sea Global
• Architected high-impact human resource programs that enhanced culture, wellbeing, and engagement across major Saudi organizations.
• Title of the talk: Panel Discussion: Performance with Purpose – Aligning People, Culture and Strategy (along with Akram Felemban, Manal Kutbi, Fahad Al-Qadhib, and Yara AlSikhan, moderated by Teodora Gorski)

 

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• Abdullah Almofleh – Vice President of Corporate Strategy at SAMI Advanced Electronics Company
• Over 16 years of leading strategic transformation initiatives that support Saudi Arabia’s industrial and national growth goals.
• Title of the talk: Panel Discussion: How Strategy and Corporate Performance Leaders Use Maturity Assessments to Drive Business Impact (along with Ahmed Bin Shuail, Alyn Balley, and Diogenis Papiomytis, moderated by Cristina Mihăiloaie

 

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• Mohammed Sulieman Al’Mohd – Head of EPMO at Red Sea Global
• Established one of Saudi Arabia’s most advanced PMO practices, enabling large-scale strategy execution and governance excellence.
• Title of the talk: When Leadership Listens: Building a Culture that Drives Performance Through Trust (along with Talal AlMalki)

 

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• Talal AlMalki – Senior Director of Corporate Planning & Performance, Red Sea Global
• Designed modern business frameworks that drive efficiency, innovation, and long-term performance alignment.
• Title of the talk: When Leadership Listens: Building a Culture that Drives Performance Through Trust (along with Mohammed Sulieman Al’Mohd)

 

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• Dr. Majid Alsubaie – Director at The KPI Institute for Training
• Expert in key performance indicators (KPIs) and digital transformation with extensive research contributions in strategy, agile project delivery, and performance.

 

 

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• Akram Felemban – Vice President, Strategy and Transition Sector at Saudi Conventions and Exhibitions General Authority (SCEGA)
• Led national performance and governance frameworks that drive accountability and Vision 2030 alignment across the public sector.
• Title of the talk: Panel Discussion: Performance with Purpose – Aligning People, Culture and Strategy (along with Zainab Hamidaddin, Manal Kutbi, Fahad Al-Qadhib, and Yara AlSikhan, moderated by Teodora Gorski)

 

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• Alyn Bailey – Group Chief Strategy & Transformation Officer at Albawani Holding
• 20-year global career leading multi-sector transformation programs, organizational restructures, and enterprise strategy.
• Title of the talk: Panel Discussion: How Strategy and Corporate Performance Leaders Use Maturity Assessments to Drive Business Impact (along with Ahmed Din Shuail, Abdullah Almoleh, and Diogenis Papiomytis, moderated by Cristina Mihăiloaie)

 

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• Tor Inge Vasshus – Founder & CEO at Corporater
• Built one of the world’s leading Business Management Platforms, supporting Fortune 500 companies worldwide.
• Title of the talk: How Connected Enterprises Use GPRC to Advance Performance Excellence – Aligned with Saudi Arabia’s Vision 2030 Transformation

 

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• Dr. Aurel Brudan – Founder & CEO, The KPI Institute
• Global authority on performance systems with 300+ publications and advisory experience across major global institutions.

 

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• Manal Kutbi – Organization Development & Performance Management Director at Soudah Development
• Developed comprehensive human capital and performance systems that strengthen organizational agility and alignment
• Title of the talk: Panel Discussion: Performance with Purpose – Aligning People, Culture and Strategy (along with Zainab Hamidaddin, Akram Felemban, Fahad Al-Qadhib, and Yara AlSikhan, moderated by Teodora Gorski)

 

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• Fahad Alqadhib – Human Capital General Director at MODON
• Integrates advanced HR technologies to drive talent development, change management, and organizational excellence.

 

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• Diogenis Papiomytis – General Manager of Strategy & Business Plan at Matarat Holding
• Oversees strategy and performance across 27 Saudi airports, backed by two decades of global aviation expertise.
• Title of the talk: Panel Discussion: How Strategy and Corporate Performance Leaders Use Maturity Assessments to Drive Business Impact (along with Ahmed Bin Shuail, Abdullah Almofleh, and Alyn Bailey, moderated by Cristina Mihăiloaie)

 

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• Yara AlSikhan – Associate Director, Talent & Performance Management at Tourism Development Fund
• Specializes in talent management and career development within high-growth national sectors.
• Title of the talk: Panel Discussion: Performance with Purpose – Aligning People, Culture and Strategy  (along with Zainab Hamidaddin, Akram Felemban, Manal Kutbi, and Fahad Al-Qadhib, moderated by Teodora Gorski)

 

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• Adrian Brudan – Co-Founder & General Manager at GPA Unit
• Global leader in performance maturity assessments, shaping TKI’s key certified programs and research initiatives.
• Title of the talk: Conference Chair Welcome Message and GPAU 3.0 Official Launch

 

 

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• Doina Popovici – Head of Maturity Assessment Services at GPA Unit
• Leads global maturity assessments that strengthen strategic alignment, operational excellence, and capability development.
• Title of the talk: How to Get Recognized for Performance Excellence

 

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• Teodora Gorski – Head of Strategic Partnerships & Growth at GPA Unit
• Delivered strategy and performance advisory across 15+ countries and authored 25+ publications in sustainability, leadership, and strategy.
• Moderator for Panel Discussion: Performance with Purpose – Aligning People, Culture and Strategy

 

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• Cristina Mihăiloaie – Head of Innovation & Product Design at GPA Unit
• Founding member of The KPI Institute with a decade of research and advisory expertise shaping global performance frameworks.
• Title of the talk: Case Study: From Maturity Assessment to Organizational Impact. A Leap from Emergent to Advanced Practices (along with Badreddin Ibrahim Alharithy)
• Moderator for Panel Discussion: How Strategy and Corporate Performance Leaders Use Maturity Assessments to Drive Business Impact

 

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For a full schedule of sessions, speaker lineups, and detailed timings, explore the Performance Excellence Forum & Awards Gala 2025 agenda here.

The Global Performance Audit Unit (GPA Unit) is inviting organizations and practitioners to join one of the year’s most significant gatherings in strategy and performance management. 

On November 17, senior leaders and industry experts will come together in Riyadh for the Performance Excellence Forum & Awards Gala 2025, a full-day program dedicated to advancing performance maturity across sectors.

“Every transformation starts with a conversation,” said Adrian Brudan, General Manager of the GPA Unit, who noted that the forum serves as a critical platform for dialogue and collaboration, bringing together perspectives on strategy, performance, culture, and governance to support the development of future-ready organizations.

The event is more than a conference; it is a movement focused on strengthening how organizations plan, measure, improve, and lead. Throughout the forum, participants will examine how long-term vision can be translated into actionable strategy, what mature performance measurement entails, and how improvement, culture, and leadership contribute to overall organizational maturity. 

Discussions will also highlight the importance of people and capability-building in driving sustainable transformation, along with pathways for achieving recognition through certifications, accreditations, and performance excellence awards. As Adrian Brudan affirms, “Performance excellence is enabled by people who listen, collaborate, and take accountability.”

The Forum includes a dynamic mix of the following:

• Expert talks on strategy, performance measurement, organizational culture, and leadership

• Case studies showcasing real transformation journeys

• Panel discussions with leaders shaping performance across major Saudi organizations

• Networking opportunities throughout the day

• The official launch of GPA Unit 3.0, marking a new phase in maturity assessment

• The prestigious Performance Excellence Awards Gala, celebrating outstanding achievements across six major capability areas

To explore the full timetable, speakers, and session topics, you can download the complete agenda and event brochure here: https://gpaunit.org/performance-excellence-forum-and-awards-gala/agenda 

Seats are limited for both the physical venue and the virtual broadcast. Join the GPA Unit at the Hilton Riyadh Hotel & Residence and be part of a global dialogue shaping the future of strategy and performance management. Secure your spot now! Register here: https://gpaunit.org/performance-excellence-forum-and-awards-gala/registration 

Many strategy teams start the year with strong goals but struggle to connect plans with real execution. Market shifts, budget limits, and competing priorities often make it difficult to stay focused on what matters most.

This roundup features eight expert-selected resources from The KPI Institute to support clear and practical planning for 2026. Each one offers tested methods, data-driven tools, and examples that help leaders design strategies that work. Their continued use across industries shows how practical and adaptable their guidance remains.

1. KPIs for Strategic Planning: This infographic highlights the key metrics that connect day-to-day performance with long-term strategic goals. It shows how well-chosen KPIs support planning, execution, and review within the balanced scorecard framework. Built from The KPI Institute’s research experience, it offers clear definitions and calculation methods to help teams measure progress and maintain strategic alignment.
2. KPIs for Initiatives Management: Effective strategy depends on how well initiatives move from concept to completion. This resource highlights the KPIs that track progress, efficiency, and impact across that journey. It helps teams connect project performance with strategic outcomes, ensuring that execution supports organizational priorities and measurable results.
3. Top 25 Strategy and Performance Management KPIs – 2025 Edition: Reflecting current trends in performance measurement, this edition brings together the most widely used KPIs in strategy and performance management. It introduces updated documentation templates, new articles on effective KPI implementation, and fresh research on how organizations apply KPIs in practice. The collection helps teams refine measurement systems, align metrics with strategic objectives, and strengthen decision-making across all levels.
4. 2025 Global Trends Brief: This report analyzes the major forces that defined 2025 and outlines how their effects will influence strategy and performance management in 2026. Drawing on insights from more than 100 global research and consultancy sources, it connects data and context to help decision-makers prepare for the next planning cycle. Covering areas such as AI innovation, trade dynamics, and ESG priorities, the brief clarifies which trends will continue shaping business direction and which require a shift in strategy for the year ahead.
5. State of Strategy Management Practice Report 2025 – MENA Region: Whether you are refining your planning framework or improving execution systems in 2026, this report offers a grounded view of how organizations can strengthen strategy management in practice. Based on research from organizations across the Middle East and North Africa, it examines trends in planning, measurement, and execution supported by regional expertise. The findings provide benchmarks and insights that help build stronger and more adaptive strategy systems for the year ahead.
6. A New Chapter for Performance at Mobily: This case study offers practical lessons for organizations preparing 2026 strategies and seeking stronger performance management foundations. It illustrates how a structured KPI framework, supported by clear documentation and capability-building programs, can connect strategic objectives with measurable results. The example shows how improving measurement practices can turn planning goals into consistent execution outcomes.
7. A Case Study on Performance Management System Maturity Assessment: This case study offers insights for organizations that plan to strengthen their strategy and performance frameworks in 2026. It outlines how a comprehensive maturity assessment, using the Integrated Maturity Model Framework, evaluates five key capabilities through evidence-based and perception-based analysis. The findings demonstrate how understanding system maturity helps identify gaps, prioritize improvements, and support more effective strategy execution.
8. Performance Magazine Issue No. 29, 2024 – Strategy Management Edition: The themes and analyses featured in this issue remain highly relevant to today’s strategy and performance challenges. Readers will find clear perspectives on how organizations plan, develop, and execute strategy in complex environments, with discussions on stakeholder engagement, change leadership, and data-driven decision-making. Insights from experienced practitioners and curated multimedia content make it a strong reference for anyone involved in strategic management.

These resources bring structure and clarity to strategic work. Explore and download them to strengthen your 2026 planning process and drive better results!

The KPI Institute, a global leader in performance management, strategy, and business excellence, proudly brings two of its most sought-after certification programs directly to professionals in the Kingdom of Saudi Arabia (KSA) through its newly established local hub.

Building on its continued presence in the Kingdom, The KPI Institute is now delivering training programs from its dedicated facilities, reinforcing the company’s commitment to offering enhanced access to its globally recognized learning experiences.

The opening of the KSA hub for open-house training also strengthens The KPI Institute’s mission to empower organizations across the Kingdom in driving transformational agendas, fully aligned with the aspirations of Saudi Vision 2030.

Inaugural open-house programs

The two flagship certifications that will be offered this December to mark the beginning of this chapter are:

• Certified Strategy and Business Planning Professional (C-SBP): This program aims to strengthen long-term organizational performance by equipping participants with practical strategic planning tools and frameworks. It focuses on the key elements of effective strategy development and execution, guiding professionals in crafting actionable strategic plans and communicating them clearly across the organization.
• Certified KPI Professional and Practitioner (C-KPIPP): This dual-level certification develops both theoretical and practical expertise in performance measurement. The Professional component focuses on mastering key performance indicator (KPI) selection, documentation, and use, while the Practitioner component builds hands-on skills through applied exercises in scorecard and dashboard design. Participants complete a full KPI implementation case study—from planning to data visualization—preparing them to manage performance systems effectively.

In support of greater learning convenience, The KPI Institute has introduced a more flexible delivery format for both programs. The C-SBP course, traditionally conducted over three full days, will now be delivered across five shorter evening sessions (December 7–11, 2025 | 17:00–21:00). Similarly, the C-KPIPP program has been streamlined from eight full days to five (December 14–18, 2025 | 09:00 – 18:00).

These adjustments offer participants smooth accessibility without compromising the depth, interactivity, or quality of content that define The KPI Institute’s globally recognized certifications.

With the introduction of open-house course delivery, The KPI Institute underscores its dedication to building local capacity, fostering innovation, and empowering professionals to achieve excellence in performance and strategy implementation.

For more information about The KPI Institute’s inaugural open-house training programs in Saudi Arabia or to register, please contact Alex Muntean, Head of Sales – EMEA, via email at alex.muntean@kpiinstitute.com or by phone at +40 747 060 997. 

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About The KPI Institute

The KPI Institute is a leading global research institute specializing in business performance. It operates research programs in 12 practice domains, ranging from strategy and KPIs to employee performance, as well as customer service and innovation performance.

Insights are disseminated through various publications, subscription services, and a knowledge platform accessible to registered members. Support in deploying these insights in practice is offered globally through training and advisory services.

The KPI Institute developed the first KPI Management Framework and operates smartKPIs.com, an online portal resulting from a dedicated research program focused on documenting and cataloging KPI usage in practice. It hosts the largest collection of documented KPI examples.