CRO Performance Metrics

I get asked frequently how a B2B SaaS company should compensate a new CRO.

Here is a basic set of KPIs for a CRO that can get you started:

CRO’s Performance Metrics

1. New Business (New Logo) Sales Results
   1. Bookings
   2. Quota Attainment
   3. Pipeline KPIs
2. Expansion Sales (Account Management) & Renewals
   1. Expansion: Upsell & Cross-Sell
   2. Renewals, Logo Retention, Net Revenue Retention
3. Overall revenue results
   1. Overall revenue growth
4. Demand Generation & Customer Marketing
   1. Marketing Sourced Pipeline & Sales
   2. Marketing Contribution to
5. Unit Economics
   1. LTV:CAC improved over time
   2. Payback Period improved over time
6. Revenue Team – cross-team alignment

 

What else?  What are some other CRO Performance Metrics you use?