Tag Archives: sales
Number of proactive visits to top 10% of customers
Definition:
Number of proactive visits of employees to the 10 best customers. A proactive visit can be described as a visit the client did not particularly ask for, and is initiated by the organization.
Calculation:
Sum of visits at the top 10% clients.
This KPI is measured as: Number (amount Of Units, Rating, Etc)
Interpretation of results: Depends On The Goals
Strategic objective:
Increase profitability
Number of proactive visits of employees to the 10 best customers. A proactive visit can be described as a visit the client did not particularly ask for, and is initiated by the organization.
Calculation:
Sum of visits at the top 10% clients.
This KPI is measured as: Number (amount Of Units, Rating, Etc)
Interpretation of results: Depends On The Goals
Strategic objective:
Increase profitability
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
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
Sales team response time
Definition:
Average time from customer enquiry to sales team response.
Calculation:
Sum of the response times / number of responses
This KPI is measured as: Time (e.g. Years, Minutes)
Interpretation of results: Lower Is Better
Strategic objective:
Efficient operations, customer satisfaction
Average time from customer enquiry to sales team response.
Calculation:
Sum of the response times / number of responses
This KPI is measured as: Time (e.g. Years, Minutes)
Interpretation of results: Lower Is Better
Strategic objective:
Efficient operations, customer satisfaction
Tender success rate
Definition:
Percentage of successful tenders
Calculation:
(succesful tenders / total number of tenders) * 100%
This KPI is measured as: Percentage (%)
Interpretation of results: Higher Is Better
Strategic objective:
Increase Sales
Percentage of successful tenders
Calculation:
(succesful tenders / total number of tenders) * 100%
This KPI is measured as: Percentage (%)
Interpretation of results: Higher Is Better
Strategic objective:
Increase Sales
Customers with key attributes
Definition:
Percentage of customers with key attributes (ones that generate most profit)
This KPI is measured as: Percentage (%)
Interpretation of results: Higher Is Better
Strategic objective:
Increase profitability
Percentage of customers with key attributes (ones that generate most profit)
This KPI is measured as: Percentage (%)
Interpretation of results: Higher Is Better
Strategic objective:
Increase profitability
Top customer revenue
Definition:
Revenue gained from top customers in the predefined time (e.g. week, month, etc)
Calculation:
Sum of the revenues from predefined number of top customers
This KPI is measured as: Financial Value (e.g. €, $)
Interpretation of results: Higher Is Better
Strategic objective:
Increase profitability
Revenue gained from top customers in the predefined time (e.g. week, month, etc)
Calculation:
Sum of the revenues from predefined number of top customers
This KPI is measured as: Financial Value (e.g. €, $)
Interpretation of results: Higher Is Better
Strategic objective:
Increase profitability
