Comprehensive Sales KPIs and COGS Metrics
Sales KPIs (SKPI)
1. Revenue Growth Rate (RGR): Percentage increase in revenue over a specific period.
2. Sales Target Achievement (STA): Percentage of sales targets met or exceeded.
3. Customer Acquisition Cost (CAC): Cost associated with acquiring a new customer.
4. Average Deal Size (ADS): Average revenue generated per closed deal.
5. Sales Conversion Rate (SCR): Percentage of leads converted into paying customers.
6. Lead Response Time (LRT): Average time taken to follow up on a lead.
7. Sales Cycle Length (SCL): Average time taken to close a sale.
8. Churn Rate (CR): Percentage of customers lost over a specific period.
9. Quota Attainment (QA): Percentage of sales reps meeting or exceeding their sales quotas.
10. Customer Retention Rate (CRR): Percentage of customers retained over a specific period.
11. Sales Per Rep (SPR): Average sales revenue generated by each sales representative.
12. Upsell/Cross-sell Rate (UCR): Percentage of existing customers purchasing additional products or serv
13. Sales Growth Rate (SGR): Year-over-year sales growth percentage.
14. Pipeline Conversion Rate (PCR): Percentage of leads that move through the sales pipeline.
15. Forecast Accuracy (FA): The accuracy of sales forecasts compared to actual sales.
Sales KPIs Related to Cost of Goods Sold (COGS)
1. Cost of Goods Sold (COGS): The total direct costs attributable to the production of the goods sold by a c
2. Gross Profit: Calculated as Revenue - COGS; it measures the profitability of core business activities.
3. Gross Profit Margin (GPM): (Gross Profit / Revenue) * 100. Indicates the efficiency of production and pric
4. COGS as a Percentage of Sales: (COGS / Total Sales) * 100. Shows what portion of sales revenue is co
5. Inventory Turnover Ratio (ITR): COGS / Average Inventory. Indicates how often inventory is sold and rep
6. Average Cost Per Unit: COGS / Total Units Sold. Shows the average cost to produce or acquire each un
7. Sales per COGS Ratio: Total Sales / COGS. Measures the amount of sales generated for each dollar sp
8. Markup Percentage: (Selling Price - Cost Price) / Cost Price * 100. Indicates the difference between cost
9. Operating Expense Ratio (OER): (Operating Expenses / Sales) * 100. Provides insight into overall opera
10. Contribution Margin: (Sales - Variable Costs). Reflects the portion of sales revenue that exceeds total v
11. Break-even Point: The sales amount at which total revenues equal total costs, providing insight into pro
12. Profit per Sale: (Selling Price - COGS). Indicates the profit earned for each unit sold after covering direc
13. Sales Growth Rate Relative to COGS: Compares sales growth against growth in COGS to assess profi
14. Supplier Cost Changes: Tracking changes in supplier costs impacting COGS.
