Common Mistakes When Implementing KPIs in the Sales Department Setting unattainable goals . The ambition of the goals is important for the enterprise, but too big a gap between the current situation and the set goals will cause the sales department KPI system to not work, and it will be discredited. The goals set for the company should be at least 70% achievable. Lack of alignment between internal employee performance and departmental data . For example, the mandatory range includes a large number of low-margin products. At the same time, achieving such an indicator as "Comprehensiveness of sales (products of a certain range) 25% of customers" will conflict with the coefficient "Achieving a marginal return on sales of 20% in 2019".
Common Mistakes When Implementing KPIs in the Sales Department Too many key indicators . A person can control a maximum of seven processes at a time. When implementing a KPI system, initially no more than 3–5 tasks should be set for sales department employees, and no more than 6–8 for managers. In the future, it is possible to adjust the goals upward poland telegram data or downward, taking into account the work of each employee. For example, a commercial department specialist can be assigned five key performance indicators: number of sales; attracting new clients (buyers); cross sell with up sell; finding and supporting complex projects; conducting technical seminars.
Lack of development-related performance indicators. Enterprise managers need to ensure profitability in the long term. Accordingly, performance indicators should be designed to achieve both current and global goals. Among them, we can note such indicators as “Establishing informal relationships with X clients” for the manager and “Conducting N training seminars on the proposed product for regular customers and potential buyers” for sales department employees. Sergey Azimov killer sales tricks! Lack of a simple mechanism for calculating KPI achievement for an employee . If the sales department KPI calculation is too complex, the system implementation will have no effect.