Field sales KPIs every manager should track
Visits per day, conversion, coverage, and pipeline velocity—metrics that drive coaching.
The right field sales KPIs turn activity into coaching—not surveillance.
Core KPIs
| KPI | Why it matters |
|---|---|
| Visits per rep per day | Capacity and discipline |
| Visit-to-quote ratio | Quality of conversations |
| Pipeline velocity | Forecast reliability |
| Active accounts touched | Coverage vs churn risk |
Avoid vanity metrics
GPS dots without outcomes do not prove revenue work. Pair location with visit notes and order results.
LORO reports and visit tracking combine these signals.