Not all KPIs are created equal.
Most B2B sales teams track a familiar set of metrics: order intake, hit rate, cycle time, open opportunities. But beneath the surface, two things often go unnoticed:
- Not all KPIs are backed by clean, consistent data.
- Some KPIs that seem useful are actually misleading.
The result? Decisions are made based on data that doesn’t reflect reality.
Opportunities are misjudged. Priorities drift. Confidence in the numbers erodes.
The most common blind spots
Across many projects, the same data issues surface again and again:
- Cycle time is based on unreliable data. Quote dates appear after order dates, or date formats vary by region – making the KPI effectively meaningless.
- Hit rate is distorted by outdated or neglected opportunities. Deals that are long dead remain marked as “active”, artificially inflating the metric.
- Open opportunities are rarely segmented by age or viability. It’s unclear which ones are stuck, which are real, and which should be cleared.
- Volume-based reporting creates a false sense of progress. A region may show high inquiry numbers, but there’s no tracking of how many actually convert into revenue.
The result: Teams believe they’re measuring performance – when in fact, they’re mostly tracking activity. And activity alone doesn’t generate results.
What better KPI logic looks like
Fixing KPI blind spots isn’t just about cleaner reporting. It’s about asking smarter questions:
- Are we measuring what we think we’re measuring?
- Are the definitions shared across teams and systems?
- Can we trust the inputs behind the outputs?
When that logic is clarified, dashboards stop being just a communication tool – they become a steering mechanism. Teams start to question not just the number, but the story behind it.
And suddenly, the discussion shifts from:
“Are we up or down this month?”
…to:
“Where is the system working – and where are we flying blind?”
The insight
The right KPIs don’t just show performance. They shape behavior.
But only if they’re built on structured logic, consistent input, and shared understanding. Otherwise, they’re just noise.
That’s why we integrate KPI logic directly into our implementation of Aurora I and Torrentis I – so that sales teams can stop guessing, and start steering.
Decisions are made – whether the data is right or not.
That’s why Aurora I and Torrentis I put KPI logic and funnel structure at the center.
We help teams build dashboards that reflect reality – so decisions are based on facts, not assumptions.
