Problems may also arise due to:
reluctance of employees to get used to innovations in the company;
possible changes in staffing levels related to promotions or demotions of employees;
spending a decent amount of time on improving the qualifications of managers and getting them used to the new work order;
development of documents concerning the new method of calculating wages.
Before implementing KPIs in a department, it is necessary to define the desired indicators and from whom exactly the management expects them. The system for calculating the declared data should be made as accessible as possible to all managers of the staff.
According to statistics for 2022, a large number of large organizations have launched this system, having received excellent results in the first months of operation. It is very important that these results can be actually measured and recorded. For example, such a system can be quite effective for nail salons or cafes. After all, these organizations record how many visitors they had and the average bill amount. This is the data needed for KPI.
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Types of KPI for a Sales Manager
KPI indicators vary depending on the business topic. Indicators can be divided into:
target (to build a strategy) and functional (to solve the current problem);
financial (income from product sales) and non-financial (customer satisfaction, staff turnover);
individual and collective.
For a more in-depth analysis, let's look at the KPI table for a sales manager:
Quantitative Quality
Something that can be recorded in numerical form: time, price, weight, etc.
For example: income in thousands, number of closed deals in units, etc.
Something that cannot be assessed objectively without using some individual judgment.
For example: assessment of service quality, customer satisfaction level, etc.
Lagging (resultative) Leading (leading)
Those results that can already be recorded at the current moment.
For example: number of meetings with clients, profit for the last month, etc.
The results that can only be assumed. They make it possible to predict what data will be final, given the input data at the current moment.
For example: the projected number of completed transactions per month, planned income per quarter, etc.
External Internal
Something that demonstrates the firm's work outside of its borders.
For example: position among competitors, share of sales on the market, etc.
What is recorded within the company.
For example: staff turnover rate, annual income, etc.
Relative Absolute
Those data that can be compared with each other and other indicators, and are also expressed as percentages and shares.
For example: turnover rate in Q3 compared to Q1 2021.
Those data that cannot be compared are expressed in numerical equivalent.
For example: the percentage of the company's income for the first half of 2022.
Abstract Material
Those KPI data that do not represent material objects.
For example: engagement percentage, conversion, etc.
That which is a material object.
For example: the number of people on staff, the number of registered letters sent, etc.