What KPIs to Track in Your Small Business
What good KPIs actually
look like
Your numbers should tell you what to do next — not just what already happened. Here's how to make that happen.
Start with the right question
Before picking a KPI, ask yourself: what does success actually look like for this part of the business?
If you can't answer that, no KPI will help you. The number only means something if you know what you're measuring it against.
Pick a few, not many
Most businesses track too many things and act on none of them. Pick three to five KPIs that genuinely matter and ignore the rest.
If everything is a priority, nothing is.
Make them specific
A good KPI is clear, measurable and time-bound.
Vague
"Improve sales"
"Increase monthly revenue by 10% by end of Q3"
Useful
Review them regularly
Act on what you find
A KPI you only look at once a quarter is just a number on a spreadsheet. Build in a regular rhythm — weekly or monthly — to review performance and ask why the number moved.
KPIs are only useful if they drive a decision or a conversation. If you're consistently missing a target, dig into why. If you're consistently hitting it, raise the bar.
A few common examples 👇
Revenue Growth
Are sales trending in the right direction?
Customer Retention
Are you keeping the customers you win?
Gross Margin
Are you actually making money on what you sell?
Pipeline Conversion
How many leads turn into real business?
Days Sales Outstanding
How quickly are you getting paid?
"If a KPI isn't changing how you think or what you do — replace it with one that does."