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As an enterprise sales leader, your ultimate goal is to help your sales force generate revenue.
Organizational goals like this are broad, however, and need to be broken down into strategic imperatives that the sales force is responsible for executing. To maximize revenue growth, 3 strategic imperatives are usually:
✓ Shortening the sales cycle ✓ Reducing the cost of customer acquisition ✓ Increasing the lifetime value of the customer
Within these main initiatives, we have developed 12 major KPIs (key performance indicators) that enterprise sales teams should use to measure effectiveness and efficiency going forward. All together, the KPIs in this guide all roll up to one goal: generating more revenue to drive sales success.