Sales KPIsSales team KPIs that actually work
Before
Gemoss had no CRM — their pipeline lived in Microsoft Teams. KPIs were calculated manually in Excel once a month. The response time KPI counted weekends and night hours, giving false results that directly affected salaries.
- KPIs calculated manually in Excel once a month
- Response time KPI counted weekends
- False numbers directly affected salaries
- No real-time visibility into sales activity
Solution
We built a response time calculator that only counts business days (Mon–Fri 9:00–17:30, excluding Estonian holidays). Connected ClickUp and Google Sheets with daily automated reporting.
- Business-hours response time calculator
- Daily automated report in Google Sheets
- Automatic coffee machine contract counting
- Individual results visible per salesperson
Results
The sales team trusts the system and payroll is based on real data.
- Real-time overview every morning
- Fair response time KPI — business hours only
- Payroll based on actual data, not broken numbers
- Sales team trusts the system
Real-time, not once a month
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