Table of Key Performance Indicators

Table of Key Performance

Indicators

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 Table of Key Performance Indicators

Contents

Table of Key Performance Indicators_________________________________________2

Customers_______________________________________________________________2
Sales____________________________________________________________________4
Innovation & Growth_______________________________________________________5
Marketing________________________________________________________________5
Employees_______________________________________________________________6
Financial_________________________________________________________________8
Turnover________________________________________________________________10
Revenue________________________________________________________________10
Expense________________________________________________________________10
Productivity and Efficiency ________________________________________________13
Quality _________________________________________________________________15
New Product Development_________________________________________________17
Cash Management _________________________________________________19
Risk Management__________________________________________________19
Capital Investments ________________________________________________20
Safety and Environment_____________________________________________20
Credit/Collections__________________________________________________20
Purchasing and Accounts Payable____________________________________21
Sales Operations __________________________________________________21
Accounting _______________________________________________________22
Information/Technology_____________________________________________22
Suppliers_________________________________________________________22
Community _______________________________________________________23

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 Table of Key Performance Indicators

Table of Key Performance Indicators

Customers

Customer Satisfaction

Average survey scores in each area of concern

Customer satisfaction ratings from surveys, which may include questions addressing any or all of the
following matters:

• Brand value
• Customer intent to repurchase
• Customer perception of aesthetics
• Customer perception of availability
• Customer perception of ease to work with
• Customer perception of financing
• Customer perception of hidden or indirect costs
• Customer perception of quality of outputs
• Customer perception of reliability
• Customer perception of serviceability
• Customer perception of warranties
• Customer rating
• Price
• Product quality
• Satisfied customer index#
• Service attributes such as timeliness, responsiveness, understanding of needs of
customer/customer’s business, quality of relationship, knowledgeable staff, customer focus, and
proactivity
• Service quality
• Market perceived value

Partnering index-Rating by customer relationship with organization, including such things as involvement in
planning, involvement in projects, investment in product and services (e.g., information technology)
Percent of survey respondents giving each grade (for example, on a 1-5 scale)
Referral customers
Separate analysis of the survey scores of the most important, valuable, or profitable customers
Profitability of each customer (sales and cost of sales for each customer)
Percent of unprofitable customers
Customer’s satisfaction with products/services as compared to satisfaction with those of competitors
Share of purchases made by customers (that is, the portion of the customer’s purchases that go to the
organization versus their purchases from competitors, sometimes called “share of wallet”)

Quality
• Claims
• Customer complaints
• Customer perception of quality of outputs per survey
• Customer perception of reliability per survey
• Errors in order fulfilment, such as wrong items shipped, shipments not made, incorrect billings (total
number or as a percent of orders taken)
• Number of customer complaints

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 Table of Key Performance Indicators

• Product return rates

• Returns
• Returns as a percentage of sales
• Total product returns (dollars or units)
• Warranty claims
• Warranty claims as a percentage of sales or shipments

Service
• Average number of customers per week with unsolved problems
• Average response time per customer request
• Average response time to solve customer problems
• Customer complaints resolved
• Customer perception of ease to work with per survey
• Number of customer complaints resolved on the first contact
• Number of potential orders that had to be declined
• Percent of delivery deadlines met (compared to either the date requested or promised)
• Percentage of customer problems solved within stated time frame (say, 48 hours)
• Rate of responses exceeding specified time frame (for example, 24 hours)
• Sales versus first request date
• Service attributes such as timeliness, responsiveness, understanding of needs of customer/customer’s
business, quality of relationship, knowledgeable staff, customer focus, and proactivity per survey
• Service quality rating per survey

Price
• Direct Price
• Price relative to competition
• Total cost to customer (relative to competition

Customer Retention
• Average customer duration with company (months)
• Average duration of customer relationship
• Customer retention rates
• Customer turnover rates
• Customers lost (# or %)
• Lost business revenues compared to market average
• Net customer gains
• Number of dormant customers (for example, those who have not purchased anything in six months)

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• Percent of customers who are repeat customers

• Percent of new business done with repeat customer
• Percent of revenue from existing customers
• Ratio of customers with no sales activity in last six months to total customers
• Repeat customers

Sales
Sales Volume
• Annual sale per customer
• Average sale amount (per transaction)
• Average sales per customer
• Average sales price per unit
• Customer revenue list
• Frequency (number of sales transactions)
• Growth rate, for each significant product or product line
• Order backlog
• Profitability of each product/service or product/service line
• Sales orders taken ($)
• Sales per other relevant unit, such as sales per square foot
• Sales per relevant unit, broken down by geographic area or product line

Sales Mix
• Growth rates by product
• Percents of sales from each distribution channel
• Percent of sales from each product/service or product/service line
• Percent of sales from new products
• Percent of sales from products whose patents will expire within a year
• Percent of sales of one product from customers who also bought a companion product
• Percent of unprofitable products/services
• Revenue generated from customer segments (e.g., new affluent; large versus small; industry; region)
• Sales to major customers

Existing Customer
• Average sales per repeat customer
• Number of customers (#)
• Percent of new business done with repeat customers
• Percentage of growth in the average sales per repeat customer

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 Table of Key Performance Indicators

• Share of purchases made by customers (that is, the portion of the customers’ purchase that go to the
organization versus their purchases from competitors, sometimes called “share of wallet”)

Innovation & Growth

New Customer
• Average sales per customer
• Growth in number of new customers
• New customers
• Number of new accounts opened
• Number of prospects
• Percentage of customers received by referral
• Revenues from new customers/total revenues (%)

New Products
• Increase in major projects-count of number of projects over a specified dollar value
• Number of new products introduced by competitors
• Percent of revenue from target market segment
• Percent of revenues generated from products developed in the last xx months
• Ratio of new products (less than 2 years old) to full company catalog (%)
• Ratio of new products (less than 2 years old) to product family

Marketing
General
• Additional sales made to existing customers through referrals or cross-selling
• Amount of time spent with customers or potential customers
• Customers/employee (#)
• Gross margin per sales call
• Marketing cost as a percent of sales
• Marketing cost per new customer obtained
• Number of ads placed
• Number of industry trade shows attended
• Number of people who are exposed to the ads (available from the newspaper, magazine or other
medium that carries the advertisement)
• Number of presentations made
• Number of proposals made
• Number of times the organization or its products are mentioned in periodicals or broadcast media
• Orders per sales call

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 Table of Key Performance Indicators

• Percent of public aware of, or favourably disposed toward, the product/service (based on surveys)
• Responses rate (responses as a percentage of those exposed)
• Responses to marketing efforts (calls to the company’s 800 number for information, postage-paid
cards returned, website hits, average user time spent at website)
• Total advertising or marketing costs

Market Penetration
• Brand recognition (percentage of potential customers who recognize company brand based on
surveys)
• Brand recognition (that is, the percent of potential customers who know of the organisation’s product
or service or who think highly of it), which is generally done through surveys
• Market potential ($)
• Market share (that is, the company’s share of total sales in the geographic areas in which it
competes) done on a product or product line basis
• Number of channels in which the product is available
• Number of customers
• Number of new customers
• Percent of proposals made that were accepted
• Sales to new customers as a percent of total sales

Employees
Competencies
• Competence development expense/employee
• Cross-department (or cross-functional) assignments
• Hours of training per employee
• Per capita annual cost of training and support programs for full-time temporary employees
• Per capita annual cost of training, communication and support programs ($)
• Per capita annual cost of training, communication and support programs for full-time permanent
employees
• Rate of employee participation in industry, trade or professional associations
• Share of development hours (%)
• Share of training hours during the period
• Training costs per employee
• Training expense/administrative expense (%)
• Training expense/employee ($)
• Training investment/customer

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 Table of Key Performance Indicators

Skills
• Average employee years of service with company
• Average years with company of full-time temporary employees
• Company managers with advanced degrees: business (%), science and engineering (%), liberal arts
(%)
• Level of information sharing, for example, number of items contributed to a company-wide databank,
amount of consultation on others projects provided by internal experts
• Number of employees who are trained in multiple functions within the organization
• Number of individuals cross-trained in other tasks or departments
• Number of management personnel trained on company personnel policies and labor laws
• Patents issued
• Percent of employees trained in critical technologies or functions
• Percentage of “certified” employees
• Skills mix, based on performance appraisals and including;
• Knowledge (product, client/customer, industry, systems, organisational);
• Skills (financial, analytical, technical, relationship/interpersonal, problem solving, negotiating, selling,
managing); and key experiences

Employee Satisfaction
• Absentee rate (or number of workdays missed)
• Annual turnover of full-time permanent employees
• Average length of service for employees
• Average number of employee suggestions implemented
• Employee participation in stock ownership plans or other employer-related activities
• Employee satisfaction ratings, which might include questions on some or all of the following matters:
• Employee confidence in leadership
• Employee perception of climate for process improvement
• Employee perception of fair treatment
• Employee perception of open communications
• Employee perception of recognition/reward
• Employee perception of safety climate
• Employee perception of supervision
• Employee perception of teamwork
• Goal clarity
• Perceived alignment of systems (reward, communication, performance management, succession,
development, etc.) with strategy
• Employee turnover rate

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 Table of Key Performance Indicators

• Empowerment index (#)

• Frequency of performance evaluations
• Leadership index (#)
• Number of employee suggestions submitted during the period
• Percentage of offers to prospective employees that are accepted
• Satisfied employee index (#)

Productivity
• Absentee rate
• Average hours worked per week
• Output per employee (e.g., sales per employee, delivery per employee)
• Production per employee (for eg., chargeable hours per staff in a professional service firm, contacts
per salesperson)
• Productivity statistics per employee by department
• Sales per employee
• Sick days taken per employee
• Value added per employee (that is, production costs net of those paid to outside suppliers)

Financial
Income
• Gross margin (%)
• Net Income
• Net income margin (%)
• Profits as a percentage of sales (%)
• Profits resulting from new business operations
• Profits/employee
• Profits/total assets (%)
• Return on net sales
• Revenue/expense ratio

Yields
• Return on assets
• Return on equity
• Return on equity (DuPont formula with leverage factor)
• Return on net asset value (%)
• Return on net assets resulting from new business operations
• ROCE (Return on Capital Employed)

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 Table of Key Performance Indicators

• ROI (Return on Investment)

Value Added
• Breakeven time
• EVA (Economic Value Added)
• MVA (Market Value Added)
• Value added/employee ($)
• Value added/IT-employees

Shareholder
• Compound growth rate
• Dividends
• Market value
• Shareholder loyalty (e.g., switching behaviour)
• Shareholder mix (institutional versus individual; employee; other)
• Stock price, appreciation

Financial Strength and Flexibility

• Average unused credit lines per source
• Credit rating
• Debt ($)
• Debt to assets
• Debt to equity
• Leverage ratio (DuPont formula)
• Liabilities to equity
• Number of actual (potential) debt covenant and other violations
• Number of approved financial credit sources Ratio of used to total credit lines
• Times interest earned
• Total assets
• Total assets/employee

Liquidity
• Available working capital
• Cash from operations as a percentage of sales
• Current ratio
• Inventory or receivables as a percentage of working capital
• Liquid assets

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 Table of Key Performance Indicators

• Quick ratio

Turnover
Accounts Payable
• Accounts payable turnover ratio
• Days in payables
Accounts Receivable
• Accounts receivable turnover
• Allowance for doubtful accounts as a percentage of accounts receivable
• Average age of receivables
• Days sales in receivables (days sales outstanding)
Inventory
• Average number of days finished goods on hand
• Days in inventory
• Inventory turnover ratio
• Ratio of slow moving inventory to total inventory

Other
• Asset turnover ratio
• Capital efficiency
• Ratio of actual to planned cash flows
• Sales per employee

Revenue
• Revenue per salary dollar
• Revenues resulting from new business operations
• Revenues/employee ($)
• Revenues/total assets (%)
• Sales per square foot (of retail space)
• Same store sales

Expense
Accounting
• Average accounting function costs per aggregated transactions processed (such as:
inventory items, vendor invoices, customer invoices, payroll checks, vendor checks, and
manual checks)
• Average accounting function costs per employee

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 Table of Key Performance Indicators

Administrative
• Administrative costs
• Administrative expense/employee
• Administrative expense/gross premium
• Administrative expense/total revenues (%)

Credit Department
• Average credit-function expense per credit application
• Average credit-function expense per customer
• Average credit-function expense per new customer
• Collection-function expense as a percentage of credit sales
• Credit-function expense as a percentage of credit sales
• Credit-function expense as a percentage of new customer credit lines

Customer Service
• Customer-service function expense per customer
• Customer-service function expense per product
• Ratio of customer-service function expenses to total sales
• Distribution
• Average cost per distributor
• Average delivery cost per truckload shipment
• Delivery expense as a percentage of sales

Functional
• Activity costs
• Direct department expense
• Fixed expense such as depreciation, real estate and personal property taxes
• Major cash expenditures
• Material costs as a percentage of sales
• Programmed expense-controllable expenses including routine, one-time, and additional
project expenses
• Ratio of average cost overrun to average budgeted cost
• Routine expense (e.g., salaries, maintenance, supplies)
• Targeted expenses as a percentage of sales
• Variable versus fixed expenses (e.g., non-operating income/expense)

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 Table of Key Performance Indicators

HR Department
• Average HR-function costs per employee
• Average HR-function costs per paycheque processed
• Ratio of HR-function costs to total expenses
• Ratio of HR-function costs to total sales

Interest
• Ratio of actual average borrowing rate to current market rate

Information Technology
• IT development expense/IT expense
• IT expense/administrative expense
• IT expense/employee ($)
• IT expenses on training/IT expense

Maintenance
• Average preventive maintenance costs per asset
• Percentage of preventive maintenance costs to total maintenance costs

Marketing
• Average marketing (and sales) expenses per customer
• Average marketing (and sales) expenses per salesman
• Marketing (and sales) expenses as a percentage of new customer sales
• Marketing (and sales) expenses as a percentage of sales

Overhead
• Allocated expenses-overhead that is reallocated to business units
• Operating expenses as a percentage of net sales
• Overhead (burden) rate

Wages/Benefits
• Compensation expense per employee
• Dollar amount of claims (health and W/C) per employee
• Ratio of average annual percentage salary increase to percentage increase in cost-of-living
• Ratio of benefit costs to total compensation
• Ratio of compensation expense to sales
• Ratio of employees’ to employer’s share of health care costs

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 Table of Key Performance Indicators

• Top five types ($) of health insurance claims

Other
• Amount of fixed asset losses from employee theft
• Bad debt expense as a percentage of net credit sales
• Net retained expense
• Non-operating income/expense-financial impact not directly related to current operations
• One-time, truly “nonrecurring” expenditures
• Warranty costs as percentage of sales

Productivity and Efficiency

Cost
• Cost of product
• Cost per transaction
• Cost versus competitors’ cost
• Indirect cost as a percent of sales
• Inventory labor and overhead per SKU (stock keeping unit) number
• Inventory shrinkage as a percent of production or cost of sales
• Material price variances
• Non-product-related expense/customer/year
• Price paid (per length, weight etc.) for raw materials
• Production costs per employee
• Rate of cost reduction
• Ratio of inventory dollars to inventory labor and overhead dollars
• Ratio of price paid to price quoted
• Unit cost versus competition

Purchases
• Frequency of returned purchases
• Ratio of rejects to total items purchased
• Rejects per shipment received

Cycle Time
• Time span from order taking to delivery, measured in days or as a percent of standard

Output
• Actual machine output as a percentage of output specifications

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 Table of Key Performance Indicators

• Orders shipped
• Production level variation by month (due to seasonality)
• Products produced per day
• Products produced per labor hour
• Products produced per machine hour
• Total productivity factor (outputs/inputs)
• Total quantities produced or total hours billed
• Units produced per day
• Units produced per person

Efficiencies
• Average days (hours) late divided by total production days (hours)
• Average overtime hours per employee
• Average production costs per unit
• Average time incurred per product
• Batch size
• Common parts
• Current backlog of orders
• Cycle time
• Frequency of out-of-stock occurrences
• Frequency of production delays due to equipment failure
• Frequency of production delays due to substandard materials or parts
• Frequency of production shut-downs or delays due to inventory shortages
• Function points/employee-month (#)
• Idle or non-productive time as a percent of total time
• Incoming inspection
• Inspection time
• Labor utilisation rates
• Machine breakdowns per week (or day)
• Manufacturing lead time
• Margin Opportunity Analysis Index-(e.g., optimum production scheduling)
• Measures of timeliness
• Numbers of products using common processes (flexibility of production process design)
• Order processing time
• Percentage of machine “uptime” per week
• Planned versus actual throughputs
• Production processing time

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 Table of Key Performance Indicators

• Quoted lead times

• Ratio of approved to submitted orders
• Response time to customer request
• Setup time
• Stock in excess of next 60 days needs
• Stock keeping unit (SKU) numbers per inventory person
• Surpluses
• Testing efficiency-(e.g., average of all routine tests measured in hours)
• Time to market for existing products
• Utilisation of installation team

Waste/Scrap
• In-process scrap
• Scrap/waste
• Scrapped inventory amounts
• Scrap-quantity or cost
• Waste or scrap as a percent of total materials used

Quality
Product
• Completeness of manufacturing transfer package from R&D
• Cost of rejected materials
• Customer complaints (or claims) per day or product
• Damage claims per shipment
• First pass yield
• Inventory shrinkage as a percent of production or cost of sales personnel
• Mean time between failures
• Number of defects
• Number of discrepancies with product handling and storage policies and procedures
• Number of improvement recommendations by vendor implemented during the period
• Number of parts or vendors on ship-to-stock
• Number of service calls or amount of follow-up service required by customers
• Number of stored products damaged by employee mistakes
• Number or rate of customer returns
• Number or rate of defects
• Parts per volume accepted
• Percent of problem-free installs on first attempt

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 Table of Key Performance Indicators

• Percent of products meeting specifications

• Percentage no-damage shipments
• Percentage of good components in final assembly
• Production or service errors reported
• Rate of customer complaints due to damaged shipments
• Rate of customer returns due to damaged shipments
• Rate of defects (%)
• Rate of quality improvement
• Rate of quality-related customer complaints caused by substandard materials or parts
• Rate of quality-related customer returns caused by substandard materials or parts
• Reissues
• Reject rates
• Rework
• Rework as a percentage of total production
• Rework cost as percentage of production cost
• Rework cost or rate (e.g., number/percentage of off spec products)
• Rework time
• Total downtime or process stoppages due to process problems (such as machine
breakdowns or unavailable personnel)
• Total units of rework
• Warranty claims per week
• Warranty costs
• Warranty expense
• Waste or scrap as a percent of total materials used

Service
• Average days late per late shipment
• Contracts filed without error
• Corporate performance/quality goal (%)
• Corporate quality goal (#)
• Cost for administrative error/management revenues
• Cost of quality as percentage of sales
• Cycle count accuracy
• Invoice accuracy
• Mean time to resolve a problem
• Number of partial shipments
• Number of product errors

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 Table of Key Performance Indicators

• Number of shipping errors

• Number of stockouts
• On time delivery (e.g., percent of shipments received by the requested dates)
• Percent delivered to rush order
• Percent delivered to schedule
• Percent of installations on time at the right location
• Percentage of customer orders not on time, on spec
• Planning accuracy
• Rate of customers returns or billing disputes due to products shipped but not ordered
• Ratio of orders hipped accurately according to customer orders to total orders shipped
• Response time (e.g., 24-hour repairs)
• Service expense/customer/contact
• Service expense/customer/year
• Support expense/customer ($)

New Product Development

New Products
• Average age of company patents
• Business development expense/administrative expense
• Development speed (time to market) for new products
• Number of new products introduced
• Number of new products introduced per person
• Number of new products per period
• Patents pending (#)
• Percent of products that met customer/production needs without requiring modification
• Percent of sales or profit from products in various stages of the product life cycle
• Rapid design changes
• Rate of new product introduction
• Rate of new products abandoned after introduction to market (number abandoned/number
initiated)
• Rate of new products abandoned before introduction to market (number
abandoned/number initiated)
• Ratio of new products to total products
• Sales or profit of new products/services as a percent of total sales or profit
• Variety of products
• Volume and mix attainment to orders (responsiveness of production process)

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 Table of Key Performance Indicators

Investment in R & D
• Average “update” (R&D) expenses incurred per existing product
• Average annual number of substantive changes made per existing product
• Average payback period for new products
• Average product development costs per product
• Industry development investment
• Installation base of a particular new product or service
• Investment in new product support and training ($)
• Investment in new technology as a percent of sales
• New market development investment
• Number of patents received
• Patents per million dollars of R&D investment
• Percent of R&D projects that result in new products or services
• R&D allocation by project
• R&D expense/administrative expense
• R&D invested in basic research
• R&D invested in processes (%)
• R&D invested in product design
• R&D resources/total resources (%)
• Sales or profit of new products/services as a percent of related R&D
• Total research and development (R&D) expenses

Information Technology (IT)

• Accuracy of information (e.g., information systems capabilities)
• Average capitalised IT expenditures per person
• Average downtime per IT asset
• Average IT update expenditures per person
• Change in IT inventory ($)
• Discontinued IT inventory/IT inventory
• Employee (user) satisfaction rate (annual survey)
• Estimated average time (days, hours, minutes, etc.) needed to backup
• Frequency of off-sit backups
• Frequency of testing business continuation procedures
• Investments in IT ($)
• IT capacity (CPU & DASD)
• IT capacity/employee
• IT investment/salesperson

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 Table of Key Performance Indicators

• IT investment/service & support employee

• IT performance/employee
• Laptops/employee
• Number of key systems that do not have a firm backup
• Number of users required to accept system modifications
• Number of users that interact with IT providers
• Orphan IT inventory/IT inventory
• PCs/employee (#)
• Percentage of IT expenditures to related total fixed asset costs
• Ratio of price paid for IT assets to price quoted (sample)
• Technology training and education expenses per employee

Cash Management
• Amount of discount offered customers for timely remittance
• Average balances in non-interest bearing accounts
• Average daily idle cash
• Average number of days bills are paid before due date
• Average time between receipt and deposit of funds
• Collection period (accounts receivable divided by sales per day)
• Delinquent payment penalties as a percentage of purchases
• Interest expense as a percentage of net capital
• Length of cash cycle (time from payment for raw materials to ultimate collection of
receivables from sales)
• Percentage of past due payables to total payables
• Purchase discounts taken
• Ratio of customer remittances by electronic means versus by check
• Ratio of interest earned/average cash balances

Risk Management
• Average and total deductibles per asset class and location
• Average insurance premium per $1,000 of coverage (by type of insurance)
• Company portion of claims to total claims
• Percentage of covered estimated exposure to maximum estimated exposure
• Weighted average “Best” rating of insurers

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 Table of Key Performance Indicators

Capital Investments
• Average pay-back period
• Comparison of planned to actual discount factor
• Comparison of planned to actual internal rate of return

Safety and Environment

• Average cost per accident
• Average number of days required to investigate safety concern reports
• Average time off per accident
• Average worker’s comp claim as a percentage of industry average
• Days lost to injury
• Environmental and safety behaviours (e.g., safety training and awareness activities, safety
monitoring, near-misses)
• Environmental and safety results (e.g., number of days with no safety violations or
environmental incidents)
• Frequency of employee safety training programs
• Number of accidents caused by inappropriate handling or storage policies and procedures
• Number of accidents per week
• Production lost to safety violations
• Safety violations noted per week
• Total worker’s compensation claims as a percentage of industry average

Credit/Collections
• Average collection-function expense per customer
• Average collection-function expense per customer phone call
• Average collection-function expense per past-due account over $1,000
• Average credit limit per new account
• Average number or amount of past-due accounts
• Average time to approve/reject credit requests
• Dollar amount over 90 days past due
• Final demand letters sent to customers
• New account past-due receivables as a percentage of total new account receivables
• Number of accounts over 90 days past due
• Past-due amounts from major customers
• Percentage of credit applications accepted/rejected
• Percentage of past-due accounts to total receivables
• Percentage of past-due accounts with collection agencies

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 Table of Key Performance Indicators

• Rate of customer complaints due to incorrect invoices and statements

Purchasing and Accounts Payable

• Amount of emergency purchases made
• Average days late per shipment
• Average dollar size of order placed
• Comparative on-time delivery rates by vendor
• Frequency and amount of unreconciled items
• Frequency of purchases from unapproved vendors
• Frequency of unmatched receiving reports, purchase orders, or invoices
• Instances of invoices presented when goods were accepted without a valid purchase order
• Invoices processed per person
• Lost early payment discounts as percentage of purchases
• Number of special orders processed
• Part numbers purchased per person
• Percentage of back-ordered items to total items ordered
• Percentage of late shipments to total shipments
• Percentage of vendors with both 100% on-time delivery and less than 0.5% rejects
• Purchase orders placed without competitive bid
• Purchase orders processed per person
• Ratio of manual checks to computerised checks
• Ratio of number of second signatures requested to disbursements over specified amount
(when second signatures are required for disbursements over a specified amount)

Sales Operations
• Average sales per salesperson
• Average time from customer contact to sales response
• Customer time/employee attendance
• Customer visits to the company
• Days visiting customers (#)
• Direct communications to customer/year
• Field sales management
• Field salespeople (#)
• Frequency of market research of products
• Inbound calls taken
• Number of sales (or response rate) necessary to cover costs of marketing campaigns
• Outbound calls made

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 Table of Key Performance Indicators

• Percent of potential deals that are actually closed

• Response rates from direct mail pieces and other advertising
• Sales closed/sales contacts

Accounting
• Amount of unreconciled items in bank reconciliations
• Average penalties paid
• Book-to-physical adjustment to total inventory ratio
• Delay (number of days) from period end to report date
• Dollar amount of bok-to-physical adjustments
• Effective tax rate
• Frequency and amount of unreconciled items (bank reconciliations, accounts receivable,
accounts payable, fixed asset ledgers, etc.)
• Frequency of cycle counts
• Frequency of other management reports (weekly sales reports, cash reports, etc.)
• Frequency of physical inventory counts
• Frequency of unreconciled items in bank reconciliations
• Management (user) satisfaction rate (annual survey) Number of adjusting journal entries
per period Number of missed due dates Number of year-end audit entries

Information Technology
• Capacity of EDI system (#)
• Upgrades to EDI system
• Value of EDI system

Suppliers
• Cost of products or services supplied
• Frequency of late receipts
• Frequency of wrong items received
• Number, value, or average age of open purchase orders
• Percent of complaints handled correctly on the first call
• Percent of items received having quality-related defects
• Quality of features of the supplier’s product or service that are critical to the organisation’s
processes or needs
• Quality of products or services supplied
• Required lead times

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 Table of Key Performance Indicators

• Satisfaction with suppliers (can be measured through an internal survey like that used for
customers)
• Suppliers’ dependability index
• Total cost of products (including freight, set-up, unfavourable payment terms, cost of
excessive lead times or purchase quantities) compared to competitors of the supplier

Community
• Accidents or injuries resulting from the organisation’s products or services
• Community groups or projects sponsored
• Litigation or regulatory expenses as a percent of sales
• Money or employee hours donated to community events
• Percent of raw materials from renewable sources

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