Here is a list of the most common KPIs:
Posted: Sun Dec 22, 2024 9:04 am
Sales volume – data on the amount of money the manager earned from selling products. The math is simple: if he closed 4 deals, each for 10 thousand rubles, then the sales volume is 40 thousand rubles.
Product coverage – data on the number of goods or services that a manager offers during 1 transaction. For example: a manager sells a refrigerator, and at the same time he can offer the email database indonesia client an extended warranty for a certain surcharge, delivery, assembly, turnkey connection from the company, etc. This data is most often recorded as a percentage, less often – in units sold. If a manager managed to sell 10 refrigerators and 6 extended warranties, then the result is 60%.
Average check/average transaction amount – data obtained by dividing the manager’s total sales amount by the number of transactions. Of course, it is necessary to increase the average check in every possible way. It is necessary to sell high-priced products more often, sell more related products. For example, if we are talking about furniture stores, it is better to offer customers sofas and armchairs at a decent price, arguing their choice with high quality and long service life of the items.
Number of potential or closed deals – data on the number of deals that the manager has completed before the end of the reporting period. For example, an employee must discuss cooperation with 30 clients per month, and must close deals with 5 of them.
Conversion of customers into buyers – data on how many consumers completed the transaction after communicating with the manager. The indicator is calculated as a percentage and is counted from how many people contacted the manager in a specified period. For example: 200 people contacted an employee, but only 20 closed the deal, then it turns out that 10% is the result of his conversion. To obtain accurate data, you need to be able to track the manager's work with each potential client, and in offline stores this is impossible due to the uncontrolled flow of visitors.
Conversion of customers into buyers
Visitor reach – data on how many clients the manager is currently working with. For example, the total number of potential clients is 200, and the manager has already closed a deal with 100 of them. It turns out that his visitor reach is 50%.
The number of repeat sales is data on how many people came again after a closed deal. Again, this data is very difficult to track in offline sales (unless it is a beauty salon, where clients are registered), but in online sales this is easily recorded.
Number of contacts – data on how many calls, messages or meetings an employee had during a certain period. This indicator shows who in the team worked harder. However, it does not show labor efficiency. After all, one person can meet with 10 clients and close a deal with each, while another can call 50 people, but only close 1-2 deals.
Service quality – data on how clients evaluate communication with managers. Recorded using a special program. Recordings are listened to to identify errors in working with the script or to evaluate its reaction to some emergency situations. Call recordings help in work, thanks to them it is possible to identify typical employee errors and eliminate them. It is very important to teach managers to handle objections.
Product coverage – data on the number of goods or services that a manager offers during 1 transaction. For example: a manager sells a refrigerator, and at the same time he can offer the email database indonesia client an extended warranty for a certain surcharge, delivery, assembly, turnkey connection from the company, etc. This data is most often recorded as a percentage, less often – in units sold. If a manager managed to sell 10 refrigerators and 6 extended warranties, then the result is 60%.
Average check/average transaction amount – data obtained by dividing the manager’s total sales amount by the number of transactions. Of course, it is necessary to increase the average check in every possible way. It is necessary to sell high-priced products more often, sell more related products. For example, if we are talking about furniture stores, it is better to offer customers sofas and armchairs at a decent price, arguing their choice with high quality and long service life of the items.
Number of potential or closed deals – data on the number of deals that the manager has completed before the end of the reporting period. For example, an employee must discuss cooperation with 30 clients per month, and must close deals with 5 of them.
Conversion of customers into buyers – data on how many consumers completed the transaction after communicating with the manager. The indicator is calculated as a percentage and is counted from how many people contacted the manager in a specified period. For example: 200 people contacted an employee, but only 20 closed the deal, then it turns out that 10% is the result of his conversion. To obtain accurate data, you need to be able to track the manager's work with each potential client, and in offline stores this is impossible due to the uncontrolled flow of visitors.
Conversion of customers into buyers
Visitor reach – data on how many clients the manager is currently working with. For example, the total number of potential clients is 200, and the manager has already closed a deal with 100 of them. It turns out that his visitor reach is 50%.
The number of repeat sales is data on how many people came again after a closed deal. Again, this data is very difficult to track in offline sales (unless it is a beauty salon, where clients are registered), but in online sales this is easily recorded.
Number of contacts – data on how many calls, messages or meetings an employee had during a certain period. This indicator shows who in the team worked harder. However, it does not show labor efficiency. After all, one person can meet with 10 clients and close a deal with each, while another can call 50 people, but only close 1-2 deals.
Service quality – data on how clients evaluate communication with managers. Recorded using a special program. Recordings are listened to to identify errors in working with the script or to evaluate its reaction to some emergency situations. Call recordings help in work, thanks to them it is possible to identify typical employee errors and eliminate them. It is very important to teach managers to handle objections.