The Future of Sales KPIs: How Leaders Must Adapt

The KPIs that a sales leader has to look at today versus five years back—the difference is how much you are willing to be lean on some of those KPIs.

Cost of customer acquisition has always been a key metric. Lifetime value of a customer has always been a key metric. But the challenge is, at the peak of the zero-interest rate era, companies were willing to grow at whatever cost. Sales leaders were happy to not look at unit economics because investors were happy, the board was happy, and the CEO was happy—as long as there was growth, it was fine.

But now, the world has shifted. Cost of customer acquisition is coming into question. Growth is still important, but now it must be sustainable. That is the real difference. The KPIs themselves haven’t necessarily changed, but the way leaders must evaluate them has.

💡 Key insights in this video:

✅ Why CAC & LTV are still critical, but measured differently

✅ How sales leaders are rethinking KPI benchmarks

✅ The new acceptable payback period for sustainable growth

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