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They may need to be averaged over a certain period for more
accuracy, e.g. over a financial quarter year.
KPIs will paint a clear picture of your organisation’s strategic
performance and empower you to make agile decisions to impact the success of your team.
3.2.2 Examples of KPIs
KPI
Sales
Closure rate on quotes
Financial
Gross Profit
MEASURE AND TARGET
Rolling three-month closure rate achieved must be at a minimum of 65%.
Minimum of 38%.
OUTCOME/ BACKGROUND
% based on minimum closure rate on lead generation monitored over ten years: Data through CRM,
benchmarking and historical data rates. Rates below this % show underperformance and normally that the
sales systems are not being followed.
% required to meet budget and company’s financial goals. Anything under this figure means a need to investigate COGS (Cost of Goods), timing of debtor and creditor invoicing, and potential price increases. Allow for monthly fluctuations and taken over a rolling quarter (3 months).
Lessthan$150istrackingwithinacceptablecostperlead and budget. If over $150, evaluate marketing effectiveness, e.g. leads and cost per medium (e.g. Home Shows).
Marketing
Costper Nottoexceed$150. lead
