Sales Hunter KPIs

New Business Revenue

• New MRR (Monthly Recurring Revenue) generated
• New ARR (Annual Recurring Revenue) closed
• Total contract value (TCV) of new deals
• Average contract value (ACV)
• Revenue against quota attainment (%)
• New business revenue vs target (monthly/quarterly/annual)

Pipeline Metrics

• Total pipeline value
• Qualified pipeline value (BANT qualified)
• Pipeline coverage ratio (pipeline value / quota)
• Pipeline velocity (time from lead to close)
• Pipeline conversion rate by stage

Prospecting Activities

• Number of new prospects contacted per day/week
• Cold calls made per day
• Cold emails sent per day
• LinkedIn connection requests sent
• Social touches/engagements
• Networking events attended
• Referrals requested

Meeting Metrics

• Discovery calls scheduled per week
• Discovery calls held/completed
• First appointments set
• No-show rate (lower is better)
• Second meetings scheduled
• Demos conducted
• On-site visits completed

Outreach Effectiveness

• Call-to-conversation ratio
• Email open rate
• Email response rate
• Connection request acceptance rate
• Meeting set rate from outreach
• Call-to-appointment ratio
• Attempts per connection

Lead Metrics

• New leads generated per month
• Marketing qualified leads (MQLs) accepted
• Sales qualified leads (SQLs) created
• Lead response time (speed to contact)
• Lead qualification rate
• Lead source effectiveness tracking
• Disqualification rate and reasons

Target Account Metrics

• Target accounts identified
• Target accounts contacted
• Target accounts engaged
• Target accounts in active pipeline
• Target account penetration rate

Conversion Rates

• Lead to opportunity conversion rate
• Opportunity to proposal rate
• Proposal to close rate
• Overall win rate (%)
• Win rate by deal size
• Win rate by industry/vertical
• Win rate vs specific competitors

Sales Cycle Metrics

• Average sales cycle length (days)
• Time in each pipeline stage
• Sales cycle by deal size
• Sales cycle by industry
• Deals closing within expected timeframe
• Deal slippage rate

High-Performing Sales Hunter Targets:

Activity Targets:

• Cold calls per day: 50-80
• Emails sent per day: 40-60
• New conversations per week: 15-25
• Discovery calls per week: 8-12
• Proposals per month: 4-8

Conversion Targets:

• Call-to-appointment ratio: 5-10%
• Lead to opportunity: 25-35%
• Opportunity to close: 25-35%
• Overall win rate: 20-30%

Revenue Targets:

• New MRR per month: $8K-15K
• New ARR per year: $100K-180K
• Average deal size: $2K-5K MRR
• Sales cycle: 45-90 days

Pipeline Targets:

• Pipeline coverage: 3-4x quota
• Active opportunities: 15-25
• Qualified pipeline value: $200K-400K