Digital Deification

Jul 7, 2026 · Industry Insights

From Lead to Cash: 20 KPIs for a 4:6 Dual-Track Sales Performance System

The article argues that revenue-only KPIs erode profits and proposes a 4:6 weighted dual-track system: 40% result metrics (profit quality, asset efficiency, customer quality, structure) and 60% process metrics across 7 stages from lead generation to cash collection, with 20 quantifiable KPIs, citing Huawei and Salesforce case studies and practical implementation steps for sales reps and managers.