Macro key performance indicators (KPIs) serve as the lifeblood of a growing, profitable business.
In AI-Enabled Sales Management, the ultimate goal in the relationship between a sales manager and professional salesperson is ensuring the rep knows exactly what success looks like. I believe that both micro and macro tools are critical to keeping track of that goal.
In a recent article, I discussed how micro tools — including agentic AI call reporting, calendar planning, AI-generated prospecting, and auto-filled dashboards—help salespeople understand whether they’re winning.
Confirming Sales Results: Key Performance Indicators
In this article, I look at how the use of critical KPIs, together with micro tools, helps confirm sales results and drive strategic decision-making. The KPIs I recommend you review are Sales, Gross Margin, and New Account Margin, as shown in the chart below. The Sales indicator tells you how your strategy is working. Gross Margin is your profitability indicator. New Account Margin indicates your growth.
Stay on track with KPIs
In conclusion, micro tools give salespeople a clear understanding of what drives their business. The macro review of Sales Results with KPIs provides proof that those micro tools are working effectively. In my 50+ years of sales management experience, I know of no exceptions. Consistent growth in micro indicators always produces exciting results in macro sales result KPIs. Lastly, to stay on track and maintain momentum, sales managers must review these results monthly with each direct report.
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