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What key performance indicators (KPIs) should I track for my sales team?

Traditional metrics to track include conversion rates, sales cycle length, and customer acquisition cost. Rep activity metrics like the number of calls, emails, or meetings are also typically tracked, as is quota attainment. 

These are important to keep an eye on, but leading indicators are just as valuable to look at — if not more so. For instance, you might want to track multi-threaded deals, meetings completed with ICP, Director+ contacts, and pricing discussions. Tracking these KPIs may yield better results.

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