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

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 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

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

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

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

Definition:
Income that a company receives from its normal business activities

Calculation:
sales * selling price

This KPI is measured as: Financial Value (e.g. €, $)

Interpretation of results: Higher Is Better

Strategic objective:
Increase profitability