MICROSOFT | AI-FIRST SALES & AGENTIC TRANSFORMATION PLAN
10
09 Sales KPIs & Business Outcomes
Outcome area
Metric
How to use it
Seller productivity
Time recovered from administrative work
Measure workflow transformation
Seller productivity
Customer-facing time
Measure time shifted toward customers
Sales performance
Qualified opportunities / pipeline growth
Measure opportunity creation
Sales performance
Deal velocity / close rate
Measure progression and conversion
Sales performance
Revenue per seller
Measure commercial productivity
Customer outcomes
Microsoft workload adoption
Measure solution value realization
Customer outcomes
Renewal / expansion opportunities
Measure durable account growth
AI transformation
Workflow completion / reduced seller toil
Measure business impact, not just usage
Reported Microsoft internal sales results
Microsoft has reported that, in one business group, sellers using Copilot generated 9.4% more revenue per seller,
opportunities per seller increased 5%, and individual win rates increased 20%. These are reported internal results from
Microsoft’s sales organization, not targets or guaranteed outcomes for other organizations.
Microsoft’s 2026 AI-at-work reporting also describes seller customer-facing time rising from 25% to 50% in a pilot, alongside
9.4% more revenue per head and 20% faster deal closure.
