什么是SaaS销售指标和KPI？

• 销售指标： 这些是可量化的数据点，用于跟踪销售过程的各个部分，如潜在客户的产生、转化率和平均交易规模。
• 关键绩效指标 (KPI)： 关键绩效指标是业务增长所必需的特定指标。它们还有助于评估销售工作是否按计划实现这些目标。

销售指标可以最好地评估为业务绩效分析的原始素材。关键绩效指标可以被视为精心挑选的食谱，用于检查这道菜（销售策略）按预期运行。可以说所有关键绩效指标都是指标；但是，并非所有指标都是关键绩效指标。

To buttress this, “number of website victors” is a metric; however, “Customer Lifetime Value” is a KPI that directly reflects your long-term profitability.

While every SaaS business is unique, there are certain essential 指标 that do apply across the board:

• 每月经常性收入 (MRR)： The business’s predictable monthly income from 订阅时, which could be considered the lifeblood of SaaS.
• Customer Acquisition Cost (CAC): The amount it costs to get a new customer.
• 客户生命周期价值 (CLV)： The calculation of the value that a customer brings to a business by their relationship. 
• 客户流失率： Another metric is the percentage of customers who cancel their subscriptions.
• 销售周期时长： 完成一笔商业交易的平均时间。

衡量业务增长的主要指标是销售指标和KPI。以下是跟踪这些数据点得出的结果：

• 识别瓶颈： Businesses should consider if their CAC is too high. Also, the length of their sales cycle. These metrics could help identify areas to be improved. 
• 预测收入: 通过充分了解月度经常性收入（MRR）和流失率，可以预测未来事件并制定相应的计划。 
• 优化营销和销售： 还需要考虑特定营销活动是否能带来高价值客户。还可以分析各项指标，以有效分配资源。
• 改进 客户留存: 可以监控客户流失率和客户满意度指标，以减少客户流失。

For example, if a business has a high churn rate, investigations should be carried out on why customers leave. Modifications to the product may be implemented to align with customer requirements. Additionally, appropriate customer support could be integrated.

While essential to businesses, tracking and analyzing sales metrics can present some challenges:

• Data Overload: Businesses need to concentrate on the most important aspects of their businesses. This is to prevent a sheer overwhelm of the volume of data available. 
• 数据准确性： 企业应确保数据收集的准确性和可靠性。企业应投资于分析工具和强大的报告系统。
• 归因： 将收入归因于特定的营销和销售活动可能很困难。企业可以探索多点触控归因模型以获得更清晰的见解。