Matrix of KPI performance indicators of the sales department
Posted: Tue Jan 21, 2025 9:12 am
To evaluate the effectiveness of managers, a KPI matrix or an agreement on goals is used. For example, the document format may be as follows: The main number of parameters of these KPI leads of the sales department are the criteria for evaluating the performance of managers, which are different for each specialization.
KPI matrix for sales department employees
Weights are numerical values of KPI managers when working with clients in the range from 0 to 1, the total of which is 1, reflecting the significance of each given parameter (lead) in the context of the enterprise’s tasks.
Base – the minimum acceptable level of the KPI indicator for managers (below is considered invalid).
Norm is a planned KPI level boost your business with our doctor database that must be achieved by each manager (below means unsatisfactory performance of duties).
The goal is for managers to strive to achieve higher than the established KPI standard in order to improve results.
Fact – the actual results achieved by managers according to KPI data.
The KPI performance index displays the ratio of actual results to the planned level by month.
Read also!
"B2B Marketing: Key Features, Promotion Channels"
Read more
KPI for the commercial department of an online store
Stimulating sales, increasing customer flow, improving website conversion – leads and efficiency goals that every online store owner pursues. For example, sales department KPIs make it easier to understand the real picture and find moments that require increased attention.
Online store traffic
You need to measure the number of website visitors for three time intervals: daily, weekly and monthly. This way, you can use KPIs to visually track peaks and drops in customer interest, as well as understand the reasons for changes in leads.
Metrics - website traffic
Determine the optimal number of daily visits and, based on this KPI, develop effective methods for attracting clients.
Useful information about average traffic is available on your competitors' websites if they publish lead statistics. By studying the number of visits potential customers make to their pages through KPI, you can assess which marketing channels are effective.
Analysis of product cards
Think about why some online store cards attract customers' attention, while others remain unnoticed?
To calculate a quantitative KPI in a CRM system, study the interests of the target audience and identify products or services that are in high demand. Most likely, customers are interested in your range, but an inconvenient website structure makes it difficult to find and contributes to customer churn.
For example, if you have a promotion on popular products, make it easier to find and order by creating a separate attractive tab. It will certainly increase customer interest in certain products or services and improve managers' KPIs.
Time spent on the site and number of pages viewed
Often, marketers and store owners underestimate the importance of these indicators. But by analyzing the KPI data of managers when working with clients in the CRM system, you can draw the necessary conclusions about the work of the site.
Average time spent on site
If the KPI level of managers is low, the reason is often the quality of clients. Users are picky and do not want to waste extra time on long loading pages when ordering, so it is necessary to improve the technical component of the site.
Conversion rates on landing pages or stores with a limited number of products or services are usually lower than on large marketplaces where one customer can view over 20 pages.
Also, when calculating KPI for managers, it is worth paying attention to the average number of items in an order: if there are only 1-2 items in the basket, the client spends less time, and the purchase is made quickly.
KPI matrix for sales department employees
Weights are numerical values of KPI managers when working with clients in the range from 0 to 1, the total of which is 1, reflecting the significance of each given parameter (lead) in the context of the enterprise’s tasks.
Base – the minimum acceptable level of the KPI indicator for managers (below is considered invalid).
Norm is a planned KPI level boost your business with our doctor database that must be achieved by each manager (below means unsatisfactory performance of duties).
The goal is for managers to strive to achieve higher than the established KPI standard in order to improve results.
Fact – the actual results achieved by managers according to KPI data.
The KPI performance index displays the ratio of actual results to the planned level by month.
Read also!
"B2B Marketing: Key Features, Promotion Channels"
Read more
KPI for the commercial department of an online store
Stimulating sales, increasing customer flow, improving website conversion – leads and efficiency goals that every online store owner pursues. For example, sales department KPIs make it easier to understand the real picture and find moments that require increased attention.
Online store traffic
You need to measure the number of website visitors for three time intervals: daily, weekly and monthly. This way, you can use KPIs to visually track peaks and drops in customer interest, as well as understand the reasons for changes in leads.
Metrics - website traffic
Determine the optimal number of daily visits and, based on this KPI, develop effective methods for attracting clients.
Useful information about average traffic is available on your competitors' websites if they publish lead statistics. By studying the number of visits potential customers make to their pages through KPI, you can assess which marketing channels are effective.
Analysis of product cards
Think about why some online store cards attract customers' attention, while others remain unnoticed?
To calculate a quantitative KPI in a CRM system, study the interests of the target audience and identify products or services that are in high demand. Most likely, customers are interested in your range, but an inconvenient website structure makes it difficult to find and contributes to customer churn.
For example, if you have a promotion on popular products, make it easier to find and order by creating a separate attractive tab. It will certainly increase customer interest in certain products or services and improve managers' KPIs.
Time spent on the site and number of pages viewed
Often, marketers and store owners underestimate the importance of these indicators. But by analyzing the KPI data of managers when working with clients in the CRM system, you can draw the necessary conclusions about the work of the site.
Average time spent on site
If the KPI level of managers is low, the reason is often the quality of clients. Users are picky and do not want to waste extra time on long loading pages when ordering, so it is necessary to improve the technical component of the site.
Conversion rates on landing pages or stores with a limited number of products or services are usually lower than on large marketplaces where one customer can view over 20 pages.
Also, when calculating KPI for managers, it is worth paying attention to the average number of items in an order: if there are only 1-2 items in the basket, the client spends less time, and the purchase is made quickly.