Top-KPI-Report-Cover-2011-2012-SalesMay 20, 2013, Melbourne, Australia – The KPI Institute, the global authority on Key Performance Indicators (KPIs) research and education announces the launch of a new report in its 2011-2012 edition of its popular Top 25 series of reports. The series is based on research conducted through, which contains over 20,000 Key Performance Indicator examples, making it the world’s largest source of thoroughly documented KPIs.

The Sales functional area includes activities related to commercializing goods and services in exchange of money or other compensations. Since organizations started producing and offering goods and services, they have been searching for better ways to put into use their products on markets and to sell them to customers. Each organization, with no regards to its size, location and industry depends on this function.

The “Top 25 Sales KPIs of 2011-2012” report provides insights in the state of Sales KPIs performance measurement today by listing and analyzing the most visited KPIs in this category on in 2011-2012. In addition to KPI names, the report contains a detailed description of each KPI, as documented in smartKPIs Premium.

Sales KPIs are grouped into clusters such as Sales Performance, Sales Funnel Management, Product Diffusion, Sales Force Productivity, Sales Allowances, Sales Channels and Customer Retention. From these subcategories, the most popular in 2011-2012 were Sales Performance, Sales Funnel Management and Product Diffusion. This shows that organizations are concerned with optimizing the selling processes and the product spread on the market, in order to be as close as possible to consumers. Furthermore, one of the most important benefits of this report is its international perspective on the most popular KPIs for Sales Management, as Sales KPIs provide quantifiable factor measurements that are crucial for a successful strategy implementation. The top 5 Sales KPIs in this report are:

  1. % All commodity volume (ACV) distribution
  2. % Cannibalization rate of new product offering
  3. $ Sales per labor hour
  4. % Sales quota attainment
  5. % Adjusted trial rate

By discussing the use of KPIs today, presenting the best practice in documenting them and listing the most popular KPIs of 2011-2012, the “Top 25 Sales KPIs of 2011-2012 report is a valuable resource in promoting the informed use of KPIs or refreshing the existing performance measurement and management practice in any organization.

According to Aurel Brudan, The KPI Institute’s CEO “The Top 25 Sales KPIs of 2011-2012 report is a synthesis of what is all about: it provides an overview of how Sales KPIs are used in practice today, by combining input from the online community with analysis and insights from our research team.”

ABOUT SMARTKPIS.COM is the leading online platform for performance management knowledge integration, hosting the largest database of thoroughly documented KPI examples available on the web today. It offers high quality resources and collaboration functionality for the community of members, assisting them in making smart decisions regarding their performance management initiatives. Registration is free and enables research, learning and interaction as part of a growing community of members from over 190 countries and territories.


The KPI Institute is a research, publishing and educational provider specialized in developing better practice in the use of KPIs. It developed the KPI Management Framework and runs five main research programs, dedicated to performance management, the Balanced Scorecard, KPIs, analytics and organizational strategy. Over the last 8 years, The Institute assisted over 5,000 organizations in finding solutions to their KPI needs.

Media contact

Cipriana Turcanu, The KPI Institute, Tel: +61 3 9670 2979, Email: [email protected]

The KPI Institute May 20th, 2013 Research Tags: , ,