KPI category
Sales KPI Formulas
Sales KPI formulas for pipeline, revenue, win rate, deal size, sales velocity, forecasting, and rep performance.
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Popular formulas
Common Sales KPIs
Sales Velocity(Opportunities × Average Deal Size × Win Rate) / Sales Cycle LengthWin RateDeals Won / Total OpportunitiesAverage Deal SizeTotal Revenue / Number of DealsSales Cycle LengthTotal Days to Close Deals / Number of Closed DealsPipeline CoveragePipeline Value / Sales TargetQuota AttainmentActual Sales / Sales QuotaRevenue per Sales RepTotal Revenue / Number of Sales RepsLead-to-Customer RateNew Customers / LeadsOpportunity Conversion RateConverted Opportunities / Total OpportunitiesClose RateClosed Won Deals / Total DealsForecast Accuracy1 - ABS(Forecast - Actual) / ActualAverage Revenue per AccountRevenue / Number of Accounts
All Sales KPI formulas
| KPI | Formula | Excel | Tool |
|---|---|---|---|
| Sales Velocity | (Opportunities × Average Deal Size × Win Rate) / Sales Cycle Length | =IFERROR((B2*C2*D2)/E2,0) | Calculator |
| Win Rate | Deals Won / Total Opportunities | =IFERROR(B2/C2,0) | Calculator |
| Average Deal Size | Total Revenue / Number of Deals | =IFERROR(B2/C2,0) | Calculator |
| Sales Cycle Length | Total Days to Close Deals / Number of Closed Deals | =IFERROR(B2/C2,0) | Calculator |
| Pipeline Coverage | Pipeline Value / Sales Target | =IFERROR(B2/C2,0) | Calculator |
| Quota Attainment | Actual Sales / Sales Quota | =IFERROR(B2/C2,0) | Calculator |
| Revenue per Sales Rep | Total Revenue / Number of Sales Reps | =IFERROR(B2/C2,0) | Calculator |
| Lead-to-Customer Rate | New Customers / Leads | =IFERROR(B2/C2,0) | Calculator |
| Opportunity Conversion Rate | Converted Opportunities / Total Opportunities | =IFERROR(B2/C2,0) | Calculator |
| Close Rate | Closed Won Deals / Total Deals | =IFERROR(B2/C2,0) | Calculator |
| Forecast Accuracy | 1 - ABS(Forecast - Actual) / Actual | =IFERROR(1-ABS(B2-C2)/C2,0) | Calculator |
| Average Revenue per Account | Revenue / Number of Accounts | =IFERROR(B2/C2,0) | Calculator |
| Sales Growth Rate | (Current Sales - Previous Sales) / Previous Sales | =IFERROR((B2-C2)/C2,0) | Calculator |
How to use these KPIs
Start with a small set of metrics that connect to decisions. Define each KPI once, document the formula, and reuse the same calculation in Excel, dashboards, and business reports.
Build dashboards faster
Each KPI page includes a plain formula, Excel formula, Power BI DAX measure, calculator, related KPIs, and common mistakes to avoid.