This page includes a selection of key performance indicators (KPIs) and metrics you can track with Business Analyze.

The right performance measures can help you understand:

  • which activities lead to results
  • what are strong or weak points along the customer journey
  • where there is bottlenecks or extra capacity in a process
  • how satisfied or effective you are and where there is room for improvement  (e.g. score, satisfaction level, engagement etc.)

Start with the most important KPIs and build from there.

If your KPIs have changed since last year or you have new target values, remember to update these in Business Analyze. With clear targets you can track track actual performance versus target, see gaps and keep everyone focused.

Company KPIs

  • Total sales revenues and volumes (per rep, product, customer segment, account)
  • Sale revenues per channel or partner
  • New sales versus upsale/expansion
  • Net margin
  • Gross margin
  • Invoiced amount (per period/account/partner)
  • Invoices outstanding
  • EBIT /EBITDA
  • Capacity utilization rates
  • Productivity
  • No. of employees
  • Employee engagement
  • Customer Satisfaction Scores
  • Net Promoter Score
  • Customer churn/retention rates

Sales KPIs

  • Total sales revenues and volumes (per product, customer segment, account)
  • Sales per channel/partner
  • New sales versus upsale/expansion
  • No. of activities completed (e.g. meetings, demos, offers sent)
  • Sales pipeline metrics (lead requirements, conversions, amount per stage)
  • Sales velocity metrics (win rate, average sales length, average size etc.)
  • Average discount rate

Customer Support and Service

  • Total no. of requests
  • Request per type/category
  • Handling time per stage
  • Average close time
  • Most visited web pages/support pages

Choosing the right ones

Choosing the right KPIS or metrics can be tricky. Too many and it’s overwhelming, too few and you might be missing information you need to improve.

We recommend the following process:

  • Define one or two overall measurable company goals and monitor performance relative to the target.
  • Ask yourself: What activities or processes are important to reaching point 1? List these for each department. Don’t forget where processes overlap between departments and handoff points.
  • Pick out the ones that are most important and make data visible on dashboards
  • Make dashboards visible in meetings and presentations to keep up focus

Book a KPI Workshop

Book a KPI workshop to uncover the right KPIs for your business model, stage of growth and industry. Contact us today info@businessanalyze.com or +47 67 10 13 10.