KPIs Selector

Marketing Operation /
Financial People Suppliers Innovation
& Sales Production

1. Market share 1. Revenue 1. Cost per unit 1. # of employees Satisfaction with 1. Revenue from new
2. Leads by source 2. Profit margin 2. Number of 2. # of managers suppliers products
3. Number of 3. Gross margin employees 3. Manager / 2. Revenue from new
prospects 4. Revenue / Expense 3. Capacity utilisation employee ratio 1. Responsiveness market segments
4. Conversion ratio ratio 4. Safety, eg. days lost 4. Absenteeism 2. Costs compared to 3. Revenue from new
5. Average £ sale 5. Days sales outstanding or comp claims 5. # new employees competition geography
6. Profit per customer 6. Return on investment 5. Back orders 6. Hours training per 3. On-time delivery 4. Number of new
7. Number of 7. Cash in bank 6. Costs employee 4. Overall satisfaction customers
transactions per 8. Cost of goods sold 7. Re-work (#, %) 7. £ training per / value 5. Time to market for
customer 9. Inventory turns per 8. Response time employee 5. Defects (#, %) new products
8. Customer satisfaction year 9. Quality data 8. Cost per new hire 6. Credit terms 6. Time to market for
9. Number of new 10. Cash flow 10. Timeliness 9. % employees fully 7. Number of new services
customers 11. Return on capital 11. Post sale trained suppliers 7. R & D expenditure
10. Brand awareness 12. Bank overdraft  Warranty 10. Employee turnover
11. Number of 13. Inventory claims (#, %) 11. Employee Supplier Satisfaction
customers 14. Aged accounts  Repairs satisfaction
12. Referrals receivable  Returns 12. Output per 1. Opportunity for
13. Sales mix 15. Aged accounts payable  Defects employee profits while
14. Customer 16. Sales per square ft 12. No. of complaints  Sales providing quality
profitability 17. EBITDA 13. Value of customer  Productivity 2. Responsiveness
15. Number of orders 18. Capital expenditure Complaints 13. Quality of output 3. Payment
16. Customer retention 19. Debt to equity ratio 14. # orders failed before 14. Drivers of
17. Lifetime value of a 20. R&D expenditure delivery performance
customer 21. Training expenditure 15. # orders not 15. Drivers of
22. Marketing expenditure delivered on time capabilities
23. Depreciation 16. Work in progress  Learning
24. Fixed assets 17. Labour hours  Skills mix
25. Current liabilities 18. Overtime 16. Core value
26. Interest expenses 19. Cycle time  Customer focus
27. Bad debts 20. Downtime  Innovation
28. Discounts given/ taken 21. Maintenance costs

For more business tools contact Alan Smith on 07972 310997 or alansmith@actioncoach.com