Imagine playing a football game without a scoreboard.
No clock, no score, no field markers—just running around, hoping you’re winning.
That’s what it feels like when your team operates without clear KPIs.
And in a virtual agency, it’s even worse—because without daily in-person check-ins, it’s easy for people to drift, lose focus, or get discouraged.
If you want a healthy, high-performing remote agency, you can’t just hope your team knows what’s expected.
You have to define it clearly—and simply—with one key metric that drives everything forward.
Today, we’ll show you how we approach KPIs in our agency, why less is more, and how you can start creating clarity (and better results) in your own team.
Why Simple, Clear KPIs Matter So Much in a Remote World
When you’re in a physical office, a lot gets absorbed by osmosis.
You can pick up on energy shifts, overhear calls, or jump in when someone looks stuck.
But remotely? None of that happens naturally.
That’s why crystal-clear KPIs aren’t just helpful in a virtual agency—they’re critical.
They give your team:
- A clear target to aim for every day
- A built-in feedback loop (Am I winning or falling behind?)
- Motivation and ownership over their work
- Confidence that they’re doing the right things
Without KPIs, it’s easy to fall into two dangerous traps:
- The Activity Trap: Staying busy without moving the business forward
- The Confusion Trap: Feeling unsure, disengaged, or burned out
What Makes a Great KPI?
A good KPI isn’t complicated.
In fact, the simpler it is, the better.
Here’s what we believe makes a strong KPI:
It’s specific.
No room for guessing. Everyone should know exactly what they’re aiming for.
It’s measurable.
If you can’t track it easily, it won’t stick.
It’s reviewed consistently.
We review our KPIs every week—no surprises, no delays.
It’s aligned to your bigger goals.
The KPI should directly support your agency’s growth, retention, or service standards—not be an isolated vanity metric.
It ties to your core values.
In our agency, Clarity and Compete are built right into how we measure success.
Our Example: The Power of One Simple KPI
In our agency, one of our favorite KPIs for the sales team is Quality Conversations.
It’s not about how many dials they make or how many quotes they push out.
It’s about whether they’re having meaningful conversations that:
- Qualify the prospect for how we do business
- Uncover true needs through better questions (not just price shopping)
- Push coverage improvement and cross-sells
We don’t need 20 metrics to manage performance.
If a producer is consistently having quality conversations, we know everything else (sales, retention, cross-sell rates) will follow.
Simple. Clear. Actionable.
How to Create Your Own Simple KPI
You don’t have to use “Quality Conversations.” (Although if you want to, we won’t stop you!)
Every agency is different.
But here’s how you can create your own simple KPI:
1. Pick the one action that matters most for that role.
For sales, it might be quality conversations.
For service, it could be renewal reviews completed.
For marketing, it might be number of quality leads generated.
2. Define it clearly.
No vague goals like “work hard” or “do your best.”
What exact behavior or result do you expect? Spell it out.
3. Track it consistently.
Review the metric at least weekly. Talk about it in meetings. Celebrate wins. Course-correct quickly.
4. Tie it back to your core values.
Show your team how hitting their KPI isn’t just about numbers—it’s about living the mission and serving clients better.
Free Resources to Help You Build (and Track) KPIs
If you’re ready to create more clarity and momentum inside your agency, we’ve got two free resources for you this week:
Quality Conversations Guide
A real-world example of one of our favorite KPIs for producers—plus tips, phrasing, and structure to build meaningful client interactions (not just transactions).
KPI Setup & Tracking Worksheet
A simple, practical tool to help you:
- Define KPIs clearly by role
- Set measurable targets
- Track current performance and review progress over time
You can use these together or separately—whether you’re starting from scratch or tightening up your current system.
[Get both free resources below]
Final Thought
Clear KPIs don’t just track performance.
They create confidence.
They reinforce your culture.
They make winning simple—and visible—for your team.
Whether it’s a producer qualifying prospects or a service rep completing renewal reviews, one good KPI can align your agency faster than a dozen complicated goals ever could.
Start small. Be consistent. Celebrate wins.
Because when your team knows exactly what success looks like, they’ll chase it—and achieve it—every single day.