Measuring the right Key Performance Indicators (KPIs) is vital to the health and success of your business. However, when we onboard new clients, we find that some of them are uncertain about what they should be measuring and how they can use these powerful tools. They often ask "Why do we need KPIs?" or "Why use KPIs?" or "Why are KPIs important" as they think their way of doing things isn't broken. Effective KPIs are important metrics to make sure that you can accomplish any business objective.
KPIs are more than numbers you report out weekly - they enable you to understand the performance and health of your business so that you can make critical adjustments in your execution to achieve your strategic goals. Knowing and measuring the right KPIs will help you achieve results faster. A Key Performance Indicator is a measurable metric that demonstrates how well a company is performing against its key business objectives, quarterly rocks and priorities.
Why are KPIs Important? Here are 5 reasons:
- To monitor company health. KPIs are a scorecard for company health. You only need a handful of KPIs to monitor your company's vital signs. Only measure what you want to move so you can put energy where you want to effect change. We’ve found that it is important to measure a few KPIs in each of 4 categories: Employees, Customers, Processes, and Revenue. These fall under the disciplines of human resources, customer satisfaction, business processes, business strategy and many more. First make sure you choose the right KPIs for your business, then worry about who is accountable for them.
- To measure progress over time. Track key results indicators like Revenue, Gross Margin, # of locations, # of employees, etc. Set targets at the beginning of each year and each quarter and use KPIs weekly to measure your progress toward those goals. Setting the right KPIs help you measure your progress towards your long-term goals and business strategy.
- To make adjustments & stay on track. In addition to your results, you also need leading indicators to let you know when you’re in danger of missing those targets before it’s too late. Leading indicator KPIs help you predict what will happen in the future and your future results. They let you know if you are on track to achieve the results you want. Leading indicators have two characteristics: they are measurable, and you can directly influence them. They are good KPIs to have on your dashboard to keep your projects on track.
- To solve problems or tackle opportunities. Use a combination of KPIs in a dashboard so that you have the right information at your fingertips to solve problems or tackle opportunities. Let’s say you are in a sales slump. Identify a handful of KPIs that can help you turn the tide (maybe it is # of outbound calls, # of appointments kept, # of trade shows attended). Put them on a dashboard and track them weekly to see if you’ve found the right lever that helps you generate more predictable sales. Or, let’s say you have a great idea for a new product. Maybe you test it out with a few clients and use KPIs to validate your business model before launching it on a large scale; you might monitor # of customers interested, $ to support new product, NPS score, implementation time, # of defects, etc.
- To analyze patterns over time. If you measure the same KPIs quarter over quarter, you can begin to detect patterns in your numbers. There are countless ways these patterns can help you in your business. Maybe you can predict when your slowest quarter will be and use that time to do a system update or company-wide training initiative. Maybe you can tell that your sales manager always forecasts that you’ll come in 5 deals over or under where you usually end up at the end of the quarter. Maybe you can see that you’ve got some team members who are habitually under-performing or over-performing on their KPIs and can use this data to talk about consequences, bad or good.
To learn more about using KPIs to grow your business, download our free KPI Guide.
Rhythm Systems KPI Resource Center for all you need to know about Key Performance Indicators. Looking for some KPI Examples to help get you started? Check out our additional KPI and KPI dashboard blog articles:
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