KPI framework
Up to eight core KPIs, each with a definition, data source, accountable owner and the decision it supports.
WORKSHOP · SALES × AI × LEADERSHIP
The right metrics. Better sales leadership decisions.
Your reporting contains many numbers. But which ones lead to a decision? We connect KPIs with pipeline criteria, ownership and a review routine your leadership team can use in day-to-day work.
For Executive teams, sales leaders and sales operations managers.
YOUR CHALLENGE
When this format is right for you.
- Pipeline reviews consist mainly of status updates.
- Forecasts depend heavily on individual judgement.
- Your KPIs measure activity without triggering clear actions.
YOUR OUTCOMES
What you take away from our work.
Pipeline and forecast criteria
A shared draft of sales stages, evidence of progress and forecast categories.
A consistent review routine
An agenda, preparation requirements and decision rules for regular sales management meetings.
WITH MARIO PUFAHL
Sales experience meets proven methods.
Strategy, metrics and AI become effective when your team can use them in practice.
As a sales expert, Springer Gabler author and podcaster, I connect management experience with methods for sales performance and digital customer management.
About Mario Pufahl ↗THE PROCESS
A clear framework for your next steps.
- PrepareA 60-minute preparation call and review of one report and your pipeline definitions.
- Clarify management decisionsJoint work on goals and the decisions your leadership team needs to make.
- Develop metrics and routinesDesign of the KPI framework, tested against up to three anonymised opportunities.
- Support adoptionDocumentation of the results and a 45-minute follow-up after four weeks.
How we assess progress.
We agree criteria such as opportunity data completeness, consistency of stage assessment or forecast variance. Revenue improvements are not promised as a blanket outcome.
The agreed scope.
Preparation, one workshop day, documentation and one follow-up are included. You provide reporting and case examples. BI dashboards and technical CRM changes are separate services.
All services are offered to businesses. Fees exclude applicable VAT. Travel and, where needed, accommodation costs are agreed in advance and charged separately. You receive a written proposal after we have agreed on the goal, scope and timing. An enquiry is non-binding and does not create a paid engagement.
Frequently asked questions.
What should I prepare for an enquiry?
A short description of your company, your goal and your main challenge is enough. Please mention the service you are interested in. Confidential customer information is not needed for the initial enquiry.
How is an engagement agreed?
All services are offered to businesses. Fees exclude applicable VAT. Travel and, where needed, accommodation costs are agreed in advance and charged separately. You receive a written proposal after we have agreed on the goal, scope and timing. An enquiry is non-binding and does not create a paid engagement.
How do we handle company data?
We agree in advance which documents are needed. Please use anonymised or aggregated data wherever possible. Confidentiality and any additional requirements are agreed before documents are shared.
Can the format be adapted?
Yes. Additional participants, further sales units or supplementary services receive a separately agreed scope and fee. The working language and delivery arrangements are confirmed before commissioning.
A POSSIBLE NEXT STEP
Executive Sales & AI Sparring
Challenge your decisions. Gain an experienced sounding board.
Explore this service ↗