If you ever wanted a definitive reference guide for understanding, calculating, and tracking Key Performance Indicators for your go-to-market strategy and investments -- THIS IS IT.

In 60+ pages that include many data-illustrative examples and recommendations, this will be a go-to resource for you for many years to come as you support everything from annual planning, to performance measurement against MBOs, team goal-setting, and ROI analysis. Use this guide to improve how you are tracking the inputs and outcomes of your revenue-building initiatives, and how to take a "modular KPI" approach so that your scorecarding aligns to your specific business circumstances and goals.

Table of Contents:

Part One: Why KPIs Matter

• Why does this need to be prioritized?
• Who cares about these KPIs?
• What happens in the planning phase?
• What happens once the fiscal year is underway?
• How do you optimize?

Part Two: Best Practices for KPI Scorecarding and Insight-Gathering

Part Three: GTM Revenue Management KPIs

• KPI Group 1: Hiring and Attrition
• KPI Group 2: Quota Capacity and Attainment
• KPI Group 3: Ramp
• KPI Group 4: Pipeline
• KPI Group 5: Sales Cycle Execution
• KPI Group 6: Productivity

Part Four: Bringing It All Together