Define Success

A key performance indicator (KPI) is a metric used to measure factors that are pivotal to the success of an organization. KPIs for every business may be different, but they will be the most important metrics that indicate the performance and health of an organization. Often these KPIs are collected together in the form of a dashboard that is distributed to key stakeholders, using data visualization software. KPIs are normally tracked over time to observe trends and compare with an organization’s plan for expected performance.

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KPIs can help you understand if your company is on the right track for success—and if it’s not, where to focus your attention. No matter what it measures, the aim of any KPI is to bring about improvement and identify areas where KPI goals are not being met.

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Once you have identified the KPI's by which you will measure your team you then need to decide how you will report on those KPI's.  The tracking and reporting of the KPI's is just as important as the KPI's themselves, because if you aren't maniacally focused on ensuring that the KPI's are met they will wind up being meaningless.

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Defining the reports and determining who has access to which reports will also be crucial in helping the company achieve it's targets.  Too often Sales leader get lost in the minutia of the data and lose sight of what is truly important, which is a growing, healthy business.  Keep the reports concise and easy to read, anything that takes more than 1 page is likely too much information.  All reports need to be customizable by date range and broken down to an individual producer level (with a roll up for manager/division/organization).

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Repeatable has helped and designed the best in class KPI and Reporting metrics for dozens of companies.  Keeping the team focused on what's important and what will lead to success is the key to scaling the business the right way.