Sales Tech
6 minutes

The best method for creating your KPIs

Published on
August 7, 2023
Romuald Pouget
Growth Manager

Is your company, in search of ways to manage accounts more efficiently? Look no further as the answer lies in utilizing Key Performance Indicators (KPIs). These recognized metrics are crucial in the world of business and marketing. They encompass factors such as product performance, lead conversion rates, customer satisfaction levels and much more. By leveraging these indicators you can. Track your goals while quantitatively measuring the success of your business.

For instance if your aim is to enhance sales for your flagship product one potential KPI could be tracking the number of sales within a timeframe. Alternatively if you're a marketing manager aiming to boost engagement on your website or social media channels, KPIs like click through rates average shares per post or lead conversion rates into customers can provide insights.

Numerous reliable data sources offer an array of resources to assist your company in selecting KPIs. Once identified you can create a customized dashboard to monitor these indicators and refine your marketing and sales strategies accordingly.

One of the best ways to create your tables is to use a CRM. If you already have one, that's great, take advantage of it. If you don't, we've written an article on the subject, explaining their usefulness and how to choose one according to its function and specific features. Another solution is Business Intelligence (BI) tables. Brands such as Looker, Tableau or Metabase do the job very well. To use them, you'll need a data warehouse like BigQuery or AWS. Once your data is in your data warehouse, it will be pushed to your B.I. table.

While this process may appear straightforward, at glance it does require management.To ensure that your strategy remains on track it is crucial to select each Key Performance Indicator (KPI) to align with goals. Regular tracking of these KPIs is essential. It is important to consider each individual KPI as how they work together to provide a comprehensive view of your businesss performance.

This article aims to guide you through the process helping you choose the KPIs for your needs. It will also explore how you can leverage this information to enhance business performance boost sales and reduce costs.

By gaining an understanding of how to establish, monitor and interpret your KPIs you can revolutionize your approach, to tracking performance and strategic account management. This will position your business for success.

1. Grasping the companys objectives

The first crucial step in creating KPIs and overall strategic management is understanding your companys objectives. Objectives provide direction and purpose for the organization guiding decision making processes, strategies and operational initiatives. Furthermore they serve as benchmarks for evaluating company performance and achievements.

Company objectives can take forms. Exist at different levels, within an organization. Here are some examples:

  1. Strategic Objectives: These are long term goals that outline what the company aims to accomplish.They are often connected to the companys mission and vision. For example a company might have a goal of becoming the player in its industry.
  2. Tactical Objectives: These goals, in the medium term outline how the company will achieve its objectives. They are usually more specific. Can be further broken down into objectives for different departments or teams within the company.
  3. Operational Objectives: These short term goals are more specific. Typically relate to the day to day activities of the company. They are often set for teams or individuals. Closely linked to Key Performance Indicators (KPIs).

Understanding your companys objectives requires communication with company leaders and key decision makers well as a deep understanding of the companys mission, vision and overall strategy. Reviewing existing business plans, annual reports and other strategic documents can also provide insights.

Understanding company objectives is a process that goes beyond a one time activity. Objectives may evolve based on market changes, company performance and various other factors. Therefore it is important to stay actively involved and ensure that KPIs and other strategic initiatives align, with the objectives of the company.

Step 2: Identifying Appropriate Measures

Once you have an understanding of your companys objectives the next crucial step is to determine the measures that align with these objectives. These measures, also known as metrics enable you to assess your companys progress, towards its goals.

Metrics can take forms. Their relevance will largely depend on the nature of your objectives. However all effective metrics share some characteristics:

  1. Relevance; The chosen measure should have a connection to achieving your tactical or operational goals. For example if your objective is to enhance customer satisfaction a relevant metric could be scores obtained from customer satisfaction surveys.
  2. Quantifiability; To be valuable a metric needs to be quantifiable – meaning it can be expressed as a value. For instance measurable metrics could include the number of customers acquired or the percentage increase, in sales revenue.
  3. Actionability; The selected measure should provide insights that empower your company to take action and improve its performance. A metric must offer insights in order for it to be considered useful.

These steps will guide you in establishing KPIs by identifying measures that align with your companys objectives.Here are a few examples of indicators that can be used to measure objectives:

Financial Performance: To track financial goals you can consider revenue, profit margin return on investment (ROI) or cost of goods sold (COGS).

Customer Satisfaction: Measures to gauge customer satisfaction could include Net Promoter Score (NPS) customer satisfaction score (CSAT) or customer churn rate.

Operational Efficiency: Tracking efficiency can be done by monitoring production time order fulfillment rate or percentage of, on time deliveries.

Marketing and Sales Performance: Metrics such as lead conversion rate, customer acquisition cost (CAC) and average purchase value provide insights into marketing and sales effectiveness.

It's important to remember that the key lies in identifying the measures for tracking progress towards your goals. This requires an understanding of your companys objectives and operations allowing you to choose and focus on the critical metrics for success.

Step 3: Determine Your Key Performance Indicators

Once you have identified the metrics that will help assess progress, towards your objectives the next step is defining your Key Performance Indicators (KPIs). KPIs are measures that indicate how effectively a company achieves its key business objectives.Defining Key Performance Indicators (KPIs) involves outlining what needs to be measured how it will be measured, when the measurements will take place and who will be responsible, for the process. Here are some helpful guidelines to assist you in creating KPIs:

  1. Specific: Each KPI should focus on measuring an aspect. For instance "enhancing customer satisfaction" is more of a business objective than a KPI. Instead an example of a KPI would be "Increase customer satisfaction score by 10% within the quarter."
  2. Measurable: KPIs must be quantifiable allowing for assessment of whether or not the desired target has been accomplished.
  3. Attainable: It is essential that the targets set for each KPI are realistic and achievable. Establishing goals could potentially demotivate your team. Lead to disengagement.
  4. Relevant: The chosen KPIs should align with your organizations business objectives and strategic goals.
  5. Time bound: Every KPI should have a defined timeframe within which its target should be achieved. This timeframe could span across a quarter a year or any other meaningful period based on the objective at hand.

When defining your organizations KPIs it is crucial to involve team members in order to ensure input, from different perspectives.To ensure that everyone understands the performance indicators (KPIs) their importance and how they contribute to achieving goals it is essential to communicate and regularly review the defined KPIs throughout the organization. If necessary these KPIs should be. Updated to align with evolving business objectives or market conditions.

Step 4: Gathering Data

The collection of data plays a role, in the KPI process as it serves as the foundation for calculating KPIs and extracting business insights. Accurate and timely data is necessary for performance evaluation. Here are some important considerations for this step:

  1. Identifying data sources: Depending on the KPIs being tracked data can be sourced from channels such as CRM systems for sales data analytics tools for website traffic statistics, accounting software for data or surveys, for customer satisfaction feedback.
  2. Ensuring data accuracy: The quality of insights derived from KPIs heavily relies on input data. Validate sources, eliminate errors or inconsistencies through data cleaning processes. Establish protocols to maintain data integrity.
  3. Establish data collection procedures: Depending on the Key Performance Indicators (KPIs) you are tracking it is important to set up a process, for collecting data. This may involve weekly, monthly or other periodic intervals to ensure consistent and timely collection. It is also beneficial to explore automation options for data collection whenever feasible.
  4. Manage and store data effectively: Considering the volume of data you are dealing with it is crucial to consider how it should be stored backed up and managed for accessibility during analysis. Utilizing database management systems or data warehousing solutions could be approaches, in this regard.
  5. Ensure data privacy protection: Throughout all stages of data collection and management respecting privacy laws and regulations is paramount—especially when handling personal information. Taking measures to secure the data against access and ensuring its proper use and disclosure are essential.

Once you have obtained the data it can be incorporated into your KPI calculations to generate metrics that drive informed decision making and guide your company towards achieving strategic objectives.

Step 5: Evaluating and Interpreting the Findings

Once you have gathered the data and calculated your performance indicators (KPIs) it is time to evaluate and interpret the findings. This crucial step allows you to transform data into business insights. Here are some important factors to consider during this process:

  1. Assessing Performance Against Targets; Take a look, at your KPIs. Compare them against the targets you set beforehand. Are you meeting, surpassing or falling short of these targets? For instance if your goal was to increase website traffic by 10% during the quarter but it only rose by 5% then it's essential to identify ways to bridge that gap.
  2. Analyzing Trends; Examine how your KPIs have evolved over time in order to identify any patterns or trends. Are your metrics consistently improving, declining or remaining relatively stable? Recognizing trends can provide insights into your performance trajectory. Allow for more accurate predictions of future outcomes.
  3. Benchmarking Comparison; If possible compare your KPIs with industry benchmarks or those of competitors in order to gauge how well you fare within your sector. This benchmark analysis can offer a perspective on how your performance stacks up against others in the field.
  4. Identifying Strengths and Areas, for Improvement; Analyzing your KPIs helps shed light on areas where your business is excelling as areas that require attention and improvement.This approach can help you concentrate on the areas that require the attention.
  5. Identify the Root Causes; If your KPIs are not meeting the desired targets it's important to understand why. This may involve conducting an analysis to uncover the factors that contribute to your performance.
  6. Actionable Insights; The ultimate objective of analyzing and interpreting KPI results is to gain insights that can be translated into actions. These actions will help you enhance your performance and achieve your business goals.

Remember data is only valuable if it inspires action. Therefore utilize the insights gathered from your KPIs to make decisions that drive your business forward strategically. Equally important is communicating these insights and resulting actions to all stakeholders ensuring everyone, in your organization understands the outcomes and their significance for the business.

Step 6: Make Adjustments to Your Strategy as Needed

Once you have analyzed and interpreted your KPI results if there is a misalignment, between your performance and business objectives it becomes necessary to modify your strategy. This step involves making decisions based on data analysis guiding actions and improving overall performance.Consider the following factors:

  1. Take a look, at your strategy; Evaluate how well your strategies and actions are contributing to your overall performance. Are there any initiatives that are not meeting expectations? Can certain processes be made efficient?
  2. Identify changes; Analyze your key performance indicators (KPIs) to determine what specific changes need to be made. This could involve adjusting your marketing approach revising sales tactics improving customer service enhancing processes or even reassessing the products or services you offer.
  3. Implement the changes; Once you have identified what needs to be changed create a plan for implementing these adjustments. This plan should include defining actions assigning responsibilities and establishing timelines.
  4. Monitor progress; It is crucial to monitor the progress after implementing changes. This involves tracking your KPIs and measuring the impact of the adjustments you have made.
  5. Continuously refine over time; Remember that adjusting strategies is a process, than a one time event. Continuously learn from your KPIs. Make improvements based on those insights.

Always keep in mind that KPIs provide insights that inform decision making.

They provide a means to assess the impact of strategies and initiatives offering evidence, on what works and what doesn't. By adjusting your approach based on performance indicators (KPIs) you can steer your business towards achieving its objectives using data driven methods.

In summary establishing KPIs and attaining scores for a list of strategic accounts is a potent way to propel your business towards its goals. It's important to note that this approach is not a one size fits all solution; rather it involves a process that requires understanding your business objectives identifying metrics defining KPIs collecting and analyzing data and making adjustments to your strategy.

Each step within this process holds significance. By having a grasp of your goals you set a direction for your company. Identifying the metrics ensures you concentrate on data that directly influences your targets. Defining KPIs offers a pathway for monitoring performance while gathering and analyzing data grants insights into how your business is performing.

Additionally implementing an scoring system, for strategic accounts enables more precise ranking and prioritization based on their potential value generation. This objective approach allows you to focus efforts and allocate resources where they can have the impact.

Keep in mind that the world of business is constantly evolving. If the key performance indicators (KPIs) and scoring you're using show that your current strategies aren't performing as expected it's important to be ready to make changes. Being adaptable and responsive is just as crucial, as having an plan.

In essence the effective approach to creating KPIs and achieving accurate scoring for a strategic account list is, through an ongoing iterative process. This allows you to make decisions based on data align your actions with your objectives and guide your company towards long term success.