Establishing Effective KPI’s

The federal space is a long term sales cycle and it will take time and dedicated effort to reach your sales goals. You need to know what success looks like before you start making money in your expansion efforts. Let’s say your isiFederal intelligence reveals 500 buyers for what you sell. Our goal is usually 15% dialog within 60 days and 20-25% dialog within 6 months. This means conversations with 125-150 people responsible for purchasing what you sell. These contacts will range from unsellable (in tight with your competition) to HOT. All of them can be your customers if you have the right message at the right time.

BD Key Performance Indicators

1) Introduction e-mails sent

a. Positive responses
b. Negative responses

c. Bounced

2) Follow-up

a. Calls per hour
b. Decision Makers Reached per Day

c. Follow-up Meetings Set per Day

3) Follow-up E-mails sent

a. Capabilities
b. Pricing

c. Sample SOW

4) Initial Meeting/Conference Call

a. Upcoming opportunities
b. Recent

c. Missed/Long Range Opportunities

5) Follow-up touches (every 21-30 days)

a. E-mails sent
b. Decision Makers Reached per Day

c. Meetings Set per Day

6) Opportunities

a. HOT (immediate)
b. High potential (next 180 days)
c. Mid-Range (Next 18 months)
d. Long Range (More than 18 months)
e. Outside Core
i. Partner to capture
ii. Refer to competent non-competitor

7) Influence Scope

8) Pre-Proposal

9) Proposals

10) Wins

Find Dave

David Lowe

CEO at isiFederal
Dave works with companies by incorporating best-in-class business practices like targeting your best customer (customer segmentation intelligence), “Top-Down” sales training and sales management. He builds his practice on the principle of doing the right thing for others--all the time.

Personal “bests” include booking $11.8 Million in new private and government business in 18 months (from cold calls) and managing sales representatives to close ratios of 85% (in cell phone sales).
Find Dave

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About the author: David Lowe

Dave works with companies by incorporating best-in-class business practices like targeting your best customer (customer segmentation intelligence), “Top-Down” sales training and sales management. He builds his practice on the principle of doing the right thing for others--all the time. Personal “bests” include booking $11.8 Million in new private and government business in 18 months (from cold calls) and managing sales representatives to close ratios of 85% (in cell phone sales).

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