If you can't measure it, you can't improve it. Salesforce dashboards give manufacturers real-time visibility into performance—but only if you're tracking the right metrics. Here are the 10 KPIs every manufacturing leader should monitor.
Quote-to-Order Conversion Rate
Percentage of quotes that become actual orders. Low conversion often indicates pricing issues, slow response times, or competitive pressure.
Benchmark: 40-60% is typical for manufacturers
Average Sales Cycle Length
Days from first contact to closed deal. Track by product line and customer segment to identify where deals get stuck.
Benchmark: Varies widely by industry; track your trend
Customer Acquisition Cost (CAC)
Total sales and marketing spend divided by new customers acquired. Essential for understanding ROI on growth investments.
Benchmark: Should be recoverable within 12-18 months
On-Time Delivery Rate
Percentage of orders delivered by promised date. This directly impacts customer satisfaction and repeat business.
Benchmark: 95%+ is world-class
Customer Lifetime Value (CLV)
Total revenue expected from a customer over the relationship. Compare to CAC to ensure sustainable growth.
Benchmark: CLV should be 3x+ CAC
First Contact Resolution Rate
Percentage of service cases resolved on first interaction. Higher rates mean happier customers and lower support costs.
Benchmark: 70-75% is a good target
Pipeline Coverage Ratio
Total pipeline value divided by quota. Indicates whether you have enough opportunities to hit targets.
Benchmark: 3x coverage is healthy
Win Rate by Product Line
Closed-won opportunities divided by total opportunities, segmented by product. Identifies your strongest offerings.
Benchmark: 25-30% is average; aim for 35%+
Customer Satisfaction Score (CSAT)
Post-interaction survey results. Track trends over time and correlate with retention rates.
Benchmark: 4.2+ out of 5 is strong
Revenue per Sales Rep
Total revenue divided by sales headcount. Measures sales team efficiency and helps with capacity planning.
Benchmark: Track your trend; should grow over time
Building Your Dashboard
Don't try to track everything at once. Start with 3-5 KPIs that align with your most pressing business priorities. As your team gets comfortable with data-driven decision making, expand from there.
Each KPI should have a clear owner who reviews it regularly and takes action when numbers move in the wrong direction.
Key Takeaways
- Choose KPIs that connect to business outcomes
- Start with a focused set, then expand
- Assign owners to each metric
- Review dashboards regularly in team meetings
- Take action when trends change