Sales taken up by top customers

Definition:
Sales of goods and services taken up by the key customers of the organization, i.e. top 10% to 20% of customers. Top has to be predefined: is it based on number of purchased goods, turnover, or something else?

Calculation:
(Amount of sales by key customers / total amount of sales) * 100%

This KPI is measured as: Percentage (%)

Interpretation of results: Depends On The Goals

Strategic objective:
Increase profitability

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