What is a KPI?
Key performance indicators or KPI’s can be used to great effect by measuring values that demonstrate how effectively key business objectives are being met. They can be setup at a Company, Team or Personal level and are automatically tracked within the Enapps Business Management System. Any system metric within the system can be utilised as part of a KPI and they can be customised via a powerful SQL query to deliver the exact requirement.
KPI’s are not just for Sales targets, here are some example KPI’s to give you a flavour:
Track the number of outbound phone calls or customer visits
Set and track any number or type of Sales Targets
Track employee sickness and attendance
Set and track the number of new client meetings over any given period
Key performance indicators are initially setup as part of the implementation and the specific KPI’s for your business will depend on your industry and which part of the business you are looking to track.
We also have a KPI analysis feature which can analyse the historic performance of any KPI over a period of time.
Click on the picture below for a short video introduction of Enapps Key performance indicators:
KPI’s are an extremely flexible tool which are only limited by your imagination. Within an ERP environment, they are not only used for Sales measurement, but can be used to measure just about any system metric.
How do I use a KPI?
- Firstly, we will need to determine the particular business objective which we would like to measure and the possible ways in which it can be measured.
- The more specific the objective the better. A general example could be to determine the appropriate time frame (week / month / year) and then indicate which variable we want to be measured (e.g. revenue, profit, # of calls, # of customers). Then simply setup the KPI target with the desired outcome by the end of the time frame. The system will do the rest!
- KPI metrics can then be monitored using our integrated BI functionality (using a graph, pie, funnel, bar chart etc.) and if required, added to a Dashboard.
- KPI’s results are then usually monitored on a monthly basis as part of the departmental targets and the company strategic management reports.
KPI’s give you the ability to deliver and compare sales by Salesperson, Sales Team, Region, Customers, Products, New Customers, New Leads/Prospects etc. By comparing the monthly sales KPIs with previous month’s results you can build up a historical picture and see the highlights and lowlights of your sales performance over any period. Also, depending on your particular business you can track the number of new leads on a monthly basis to get to the core of your sales performance.
The success of the company depends directly on its revenues and the ability to manage the company financials. For this reason, Financial KPI’s such as Gross Profit Margin, Net Profit, Aging Accounts Receivable are usually setup, which clearly showcase the financial position of your company. These KPI results are then usually fed in to the monthly management reports.
KPI’s are often used by HR officers to track the employees’ attendance such as sickness, annual leave and overtime. The purpose of this type of KPI’s is to improve the employee’s productivity by applying strategies to increase loyalty and satisfaction level of each employee. HR KPI data is also often used in employee appraisals to determine whether they have met the criteria for a salary increase or promotion.
KPI’s give you the ability to concisely view the activities related to any aspect of our integrated CRM. This can include monitoring the number of calls made, appointments made and meetings held along with how many general tasks were completed. CRM KPI’s also allow you to calculate the expected revenue from the current opportunity funnel which directly drives your Sales Pipeline.