Key Performance Indicators (KPIs)
Key performance indicators (or KPI’s as commonly referred) are certain predefined numbers, specific to an industry and business vertical, that clearly indicate progress toward an intended result. Because they are measurable and leave no room for subjectivity, they empower companies with a methodology to analyse performance across the organisational hierarchy. That is, KPI’s can be designed to act as top down or bottoms up depending upon the key responsibility areas (KRA’s). Also, KPI’s can be designed as leading or lagging indicators of business performance, always having a benchmark or baseline or target value. And incentive structures can be planned around fulfilment of KPI’s.
Why KPI’s are integral to a sales automation platform? Because at a fundamental level, sales automation platform is a data capture tool across the company’s value-chain to achieve improvements at various levels. And although reports and dashboards help in assessing these improvements, KPI’s can
“track efficiency, effectiveness, quality, timeliness, governance, compliance, behaviors, economics, project performance, personnel performance or resource utilization”
as elaborated by KPI.org, an online resource for KPI practitioners sponsored by Balanced Scorecard Institute (BSI).
Peri CRM leveraged its deep subject matter expertise about the Indian FMCG industry and sales function to bring a bunch of KPI’ (growing every month) to companies who wish to implement a KPI framework. Below are one or two KPI’s as sample for each KPI category:
- Basic FMCG KPI’s
- Time in market (hours and minutes)
- Sales Call KPI’s
- Beat TC
- Avg sales call distance (in meters)
- Order KPI’s
- Lines per call (LPC)
- Brands per call (BPC)
- Sales Target KPI’s
- Current run-rate
- Daily ask-rate
- Product KPI’s
- Focus brands sold
- Focus brands reach
These KPI’s are available in a easy-to-comprehend PDF format, or as spreadsheets available on Peri’s web backend or data analytics platform. These can also be sent on user emails through the email management functionality.
We invite you to take a demo of Peri CRM’s and see for yourself how powerful KPI framework can be when used in conjuction with a sales automation platform.