製造業の購買担当者がAIにかわることってあり得るの?

Read more

バナー画像

How to set and use KPIs for sales performance management in the manufacturing industry

How to set and use KPIs for sales performance management in the manufacturing industry

Setting and using Key Performance Indicators (KPIs) is crucial for effective sales performance management in the manufacturing industry. KPIs help measure progress, identify areas for improvement, and ensure that sales teams are aligned with the company’s overall goals. Here are some steps to set and use KPIs for sales performance management in the manufacturing sector.

1. Define your sales objectives: Start by clearly defining your sales objectives, which should be aligned with your company’s overall business strategy. These objectives may include increasing market share, expanding into new markets, or improving customer retention rates.

2. Identify relevant KPIs: Once you have defined your sales objectives, identify the KPIs that will help you measure progress towards these goals. Some common KPIs for sales performance in the manufacturing industry include:
– Revenue growth
– Gross profit margin
– Customer acquisition cost
– Average order value
– Sales cycle length
– Customer retention rate

3. Set SMART targets: For each KPI, set specific, measurable, achievable, relevant, and time-bound (SMART) targets. These targets should be based on historical data, industry benchmarks, and your company’s growth aspirations.

4. Communicate KPIs and targets: Clearly communicate the chosen KPIs and targets to your sales team. Ensure that everyone understands how their individual performance contributes to the overall goals and what is expected of them.

5. Monitor and report on KPIs regularly: Continuously monitor your sales team’s performance against the set KPIs. Use a centralized dashboard or reporting system to track progress and identify any deviations from the targets. Regular reporting helps keep your team accountable and allows for timely corrective actions when necessary.

6. Provide training and support: Offer your sales team the necessary training and support to help them achieve their KPI targets. This may include product knowledge training, sales skills development, or mentoring programs.

7. Use KPIs to drive performance discussions: Use the KPIs as a basis for regular performance discussions with your sales team. Celebrate successes, identify areas for improvement, and develop action plans to address any performance gaps.

8. Review and adjust KPIs as needed: Regularly review your KPIs to ensure they remain relevant and aligned with your business objectives. As your company grows and evolves, you may need to adjust your KPIs or set new targets to reflect changing priorities.

9. Link KPIs to incentives: Consider linking your sales team’s performance against the set KPIs to their incentive structure. This can help motivate them to achieve their targets and drive overall business growth.

10. Leverage technology: Utilize sales performance management software and tools to automate KPI tracking, reporting, and analysis. This can save time, reduce errors, and provide valuable insights into your sales team’s performance.

By setting and using KPIs effectively, manufacturing companies can drive sales performance, make data-driven decisions, and ultimately achieve their business objectives. Remember to keep your KPIs simple, relevant, and aligned with your overall strategy, and to continuously monitor and adjust them as needed to stay on track for success.

資料ダウンロード

QCD調達購買管理クラウド「newji」は、調達購買部門で必要なQCD管理全てを備えた、現場特化型兼クラウド型の今世紀最高の購買管理システムとなります。

ユーザー登録

調達購買業務の効率化だけでなく、システムを導入することで、コスト削減や製品・資材のステータス可視化のほか、属人化していた購買情報の共有化による内部不正防止や統制にも役立ちます。

NEWJI DX

製造業に特化したデジタルトランスフォーメーション(DX)の実現を目指す請負開発型のコンサルティングサービスです。AI、iPaaS、および先端の技術を駆使して、製造プロセスの効率化、業務効率化、チームワーク強化、コスト削減、品質向上を実現します。このサービスは、製造業の課題を深く理解し、それに対する最適なデジタルソリューションを提供することで、企業が持続的な成長とイノベーションを達成できるようサポートします。

オンライン講座

製造業、主に購買・調達部門にお勤めの方々に向けた情報を配信しております。
新任の方やベテランの方、管理職を対象とした幅広いコンテンツをご用意しております。

お問い合わせ

コストダウンが利益に直結する術だと理解していても、なかなか前に進めることができない状況。そんな時は、newjiのコストダウン自動化機能で大きく利益貢献しよう!
(β版非公開)