Sales KPIs & Metric Definitions

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KPI's & Data

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Planned vs. Actual Shelf Life: Raw Materials

The percent difference in planned versus actual shelf life (measured in days) for raw materials (i.e., substances used in the primary production or manufacturing of a product or good) in com...

KPI Type : Quality

KPI's & Data

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Sales per Branch

The total dollar amount of sales generated through the bank's retail branch network divided by the number of branch locations managed by the bank over the same period of time.

KPI Type : Revenue

KPI's & Data

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Percentage of Prospects Converted in Two Meetings or Less

The number of prospects (individuals who have the potential to be customers) who are converted into paying customers within two meetings or less divided by the total number of prospects who...

KPI Type : Quality

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KPI's & Data

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Conversion Rate (Overall): Telesales

The number of sales calls (inbound and outbound) that result in a closed sale divided by the total number of sales calls handled by sales representatives over the same period of time, as a p...

KPI Type : Quality

KPI's & Data

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Win Rate: Telesales

The number of qualified leads or opportunities generated through the telesales channel that result in a sale divided by the total number of qualified leads, or opportunities, generated throu...

KPI Type : Quality

KPI's & Data

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Percentage of Sales from Repeat Customers

The dollar amount of sales generated from customers who complete multiple transactions over a certain period of time divided by the total dollar amount of sales generated by the company, as...

KPI Type : Revenue

KPI's & Data

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Percentage of Repeat Customers

The number of customers who complete multiple transactions over a certain period of time divided by the total number of customers who purchased products or services from the company, as a pe...

KPI Type : Quality

KPI's & Data

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Unit Cost: Price Confirmation

The total cost of providing price confirmations divided by the total number of price confirmations provided over the same period of time.

KPI Type : Cost

KPI's & Data

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Unit Cost: Quote Generation

The total cost of generating price quotations for customers divided by the total number of quotations, or quotes, generated over the same period of time.

KPI Type : Cost

KPI's & Data

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Demand Forecast Mean Absolute Percentage Error (MAPE)

A measurement of overall demand forecasting accuracy derived by taking the sum of the absolute values of the difference between actual and forecasted demand numbers divided by the actual val...

KPI Type : Quality

KPI's & Data

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Cycle Time: Backorder Shipment

The number of business days required to ship a customer's backordered item, from the time the customer places the order (that is initially backordered) until when the backordered item is shi...

KPI Type : Service

KPI's & Data

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Percentage of Total Sales from New Customers

The dollar amount of sales generated by new customers divided by the total dollar amount of sales generated by the bank over the same period of time, as a percentage.

KPI Type : Revenue

KPI's & Data

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Percentage of Total Sales from Existing Customers

The dollar amount of sales generated by established customers divided by the total dollar amount of sales generated by the company over the same period of time, as a percentage.

KPI Type : Revenue

KPI's & Data

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Percentage of Replacement Parts in Inventory

The dollar value of replacement parts or materials within the company's inventory divided by the total dollar value of the company's inventory at the same point in time, as a percentage.

KPI Type : Quality

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KPI's & Data

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Percentage of Finished Goods in Inventory

The total dollar value of finished goods within the company's inventory divided by the total dollar value of the company's inventory at the same point in time, as a percentage.

KPI Type : Quality

KPI's & Data

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Percentage of Components (Intermediate Goods) in Inventory

The dollar value of intermediate goods (i.e., pre-fabricated parts, not raw materials, that are used in the production of a final good) within the company's inventory divided by the total do...

KPI Type : Quality

KPI's & Data

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Percentage of Raw Materials in Inventory

The dollar value of raw materials (i.e., substances used in the primary production or manufacturing of a product or good) within the company's inventory divided by the total dollar value of...

KPI Type : Quality