S= WN#8 NN /G#N These KPIs In Mind As You Get B… · Sales-accepted leads (SAL) Sales qualified...
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Monthly sales growth Monthly sales/new customers Monthly new leads/prospects Number of qualified leads Resources spent on one non-paying client Resources spent on one paying client Customer lifetime value/customer profitability Lead-to-sale conversion rate Cost per lead by each channel Cost of a new client by each channel Hourly, daily, weekly, monthly, quarterly, and annual sales Average conversion time Lead-to-close rate: all channels Customer turnover rate Number of monthly sales demos Customer engagement level Number of abandoned shopping carts Shopping cart abandonment rate Number of monthly quotes/orders Average purchase value Average order value Sales per representative Sales by lead source Inbound calls handled per representative Outbound calls handled per representative Average monthly sales volume per customer Relative market share Product/service usage every day Value of returned goods and warranties Asset turnover ratio (sales to assets) Percentage of total sales from existing customers Sales reps per $100k in revenue Monthly sales quota attainment Sales quota attainment by the sales representative Number of client accounts per account manager Days sales outstanding 1
Transcript of S= WN#8 NN /G#N These KPIs In Mind As You Get B… · Sales-accepted leads (SAL) Sales qualified...
As you get back to bus iness , i t ’s
important to cons ider some KPIs to
help evaluate your per formance
against your organizat ion ’s goals
dur ing th is process .
SALES KEY PERFORMANCE INDICATORS
KEEP THESE KPIS IN
MIND AS YOU GET
BACK TO BUSINESS
KEEP THESE KPIS IN
MIND AS YOU GET
BACK TO BUSINESS
Monthly sales growthMonthly sales/new customersMonthly new leads/prospectsNumber of qualified leadsResources spent on one non-payingclientResources spent on one paying clientCustomer lifetime value/customerprofitabilityLead-to-sale conversion rateCost per lead by each channelCost of a new client by each channelHourly, daily, weekly, monthly, quarterly,and annual salesAverage conversion timeLead-to-close rate: all channelsCustomer turnover rateNumber of monthly sales demosCustomer engagement levelNumber of abandoned shopping cartsShopping cart abandonment rateNumber of monthly quotes/ordersAverage purchase valueAverage order valueSales per representativeSales by lead sourceInbound calls handled perrepresentativeOutbound calls handled perrepresentative
Average monthly sales volume percustomerRelative market shareProduct/service usage every dayValue of returned goods and warrantiesAsset turnover ratio (sales to assets)Percentage of total sales from existingcustomersSales reps per $100k in revenueMonthly sales quota attainmentSales quota attainment by the salesrepresentativeNumber of client accounts per accountmanagerDays sales outstanding
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As you get back to bus iness , i t ’s
important to cons ider some KPIs to
help evaluate your per formance
against your organizat ion ’s goals
dur ing th is process .
FINANCIAL KEY
PERFORMANCE INDICATORS
KEEP THESE KPIS IN
MIND AS YOU GET
BACK TO BUSINESS
KEEP THESE KPIS IN
MIND AS YOU GET
BACK TO BUSINESS
Net profit marginOperating cash flow (OCF)Current ratioQuick ratio / Acid testNet profit marginWorking capitalCurrent accounts receivableCurrent accounts payableAccounts payable turnoverAccounts receivable turnoverAccounts payable process costAccounts receivable turnoverBudget varianceBudget creation cycle timeLine items in the budgetNumber of budget iterationsPayroll headcount ratioVendor expensesPayment error rateInternal audit cycle timeFinance error reportDebt to equity ratioReturn on equityCost of managing businessResource utilizationTotal cost of the finance function
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PROJECT MANAGEMENT KEY
PERFORMANCE INDICATORS
Planned value (PV)Actual cost (AC)Earned value (EV)Cost variance (CV) Schedule variance (SV)Schedule performance index (SPI)Cost performance index (CPI)Planned hours of work vs. actualsituationOverdue project tasks / crosseddeadlines% of overdue project tasksMissed milestonesPercentage of projects completed ontimePercentage of cancelled projectsPercentage of projects on budgetNumber of budget iterationsPercentage of tasks completedProject resource utilizationCost of managing processesReturn on investment (ROI)
As you get back to bus iness , i t ’s
important to cons ider some KPIs to
help evaluate your per formance
against your organizat ion ’s goals
dur ing th is process .
MARKETING KEY PERFORMANCE INDICATORS
KEEP THESE KPIS IN
MIND AS YOU GET
BACK TO BUSINESS
KEEP THESE KPIS IN
MIND AS YOU GET
BACK TO BUSINESS
Monthly new leads/prospectsQualified leads per monthMarketing qualified leads (MQL)Sales-accepted leads (SAL)Sales qualified leads (SQL)Cost per lead generatedNet promoter scoreCost per conversionCost per conversion by channelAverage time of conversionRetention rateAttrition rateMonthly website trafficTraffic from organic searchReturning vs. new visitorsVisits per channelAverage time on pageClick-through rate on web pagesPages per visitConversion rate for call-to-actioncontentInbound links to websiteTraffic from organic searchNew leads from organic searchNew leads from organic searchNumber of unique keywords that drivetrafficKeywords in top 10 SERPRank increase of target keywordsConversion rate per keywordPage authorityGoogle PageRankVolume of traffic from video content
Leads & conversions from paidadvertisingNumber of monthly PPC campaignsCost per acquisition (CPA) & cost perconversion (CPC)Click-through rate on PPC advertisingTraffic from social mediaNumber of leads from social mediaNumber of conversions from socialmediaConversion rate for social media leadsManaged audience sizeEngagement rateSocial media mentionsSocial media ROIContent quality on blogNumber of monthly blog visitsBlog articles published this monthE-books published this monthInfographics published this monthROI per content typeWeb traffic from PR campaignsNumber of clippingsCalls from PR campaignsMedia impressions from PR campaignsPR ROI
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