Areas to analized Target KPI’s Considerations

Sales *Increase volume of sales in the *Sales volume by location : if sales volume is large in a * As we know consumers are
new stores, and have a specific store, perhaps there is a higher demand there, increasingly relying on online
competitive and trained sales in which case you can focus on customizing certain research and making starting to order
team. products and services for new store. small furniture items online, for that

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* New leads/ opportunities : how are your salespeople reason the company will create
contributing to the expansion of the business in their promotional sales, discounts,

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given territory. Who’s reaching their quota? What coupons, demos, or samples to
percentage of the team is hitting their number? All of improve this strategy.

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this kind of information should be consider and share * One of our biggest challenges is
with your team, they will confident , important and making sure the sales rep. are

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worth it for the company. motivated and enjoy their work.
* Competitor price : if your prices don’t different much, *Additionally, by keeping track of the

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you can consider a price matching strategy to guarantee average retail price of your products,
the customers is get the lowest price. measure the impact of cutting the
prices or implementing a promotion.

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Assets Turnover /Capital *Fixed asset turnover *Estimation of useful lives of assets: for the company *The condition of the assets will be
Expenditure semi-annually the estimation of the useful lives of assets has been assessed at least twice per year and

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Management based on historical experience as well as consideration considered against the remaining
of lease terms (for assets used in or affixed to leased useful life. Adjustment to useful lives
premises) and turnover policies (for motor vehicles). are made when considered necessary

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However the company does not have a plan B for any the condition of the assets of
co rc contingency or finding during this analysis. As we can
see with the last trend report assets are one of the most
assessed at least once per year and
considered against the remaining
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representative amounts for the company and we should useful life. Adjustment to useful lives
be very careful about it. are made when considered necessary.
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Projected Revenues *Increase sales revenues for *Sale target : implementing automated sales reports, *this information will help you expect
2015 in a 12.6% this metric lets you know whether your team is doing deal activities, results and in case
what they should, if they need help or if the whole inconsistencies arise, you’ll better
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strategy should be charged or adjusted. In a good recognize outliners versus trends. A

assessment of your actual revenue versus your positives sales growth over a specific
forecasted revenue, the goal should be to outperform period of time indicates that you are
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 your forecasted amount.
*Day sales outstanding (DSO) : take your accounts
receivables and divide them by the number of total
credit sales. Take that number and multiply it by the
number of days in the time frame you are examining.
Congratulations- you’ve just come up with your DSO
on track with your sales goals to grow
your business.
*the lower the number, the better
your organization is doing at accounts
receivables. Run this formula every
month, quarter, or year to see how

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number! you are improving.

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In addition, analysing which regions
are meeting sales objectives, you can
provide better feedback for

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underperforming regions.
Rate of Investment *increase the investment return *Organizational impact: with this indicator, the *taking into account that the forecast

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Returns of the company in a 16% for company will measure how financially successful are inflation data means price volatility
2015 the investment and it will be better guide for take over the next 3 years, we have to be

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important decisions. very careful about our capital and
where the company is to invest it’s
money.

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