Most SMEs do not have structured information with relevant Key Performance Indicators (KPIs) and dashboards to their tactical and strategic decision making process. For example, in a particular company, there were no up to date specific data to allow its salespeople performance improvement, since it was not only the sales results that were important to measure. Thus, there was no summary information on the number of daily visits to customers, sales conversion rate on current and potential customers, operating margin released, among other indicators. This situation limited the scope of the analyzes and measures that could be implemented, both to encourage salespeople and to better achieve the objectives proposed by the company.
An Excel tool has been created that contains a Dashboard with all the relevant information to the decision making process on the sales of the company. This tool is fed with data that is exported from the ERP software, and in a few clicks it is possible to import to the tool, simply and quickly.
The tool automatically produces the relevant KPI indicators for the business, without having to manually make hundreds or even thousands of calculations to obtain them.
The company started to have an analysis of relevant KPI indicators on a monthly basis, without having to spend a lot of human or financial resources to obtain the desired information. What was previously only available with a lot of dedication and human work, or through specific and very expensive software, came into existence for a small fraction of that cost.
And the main result was the possibility of having critical information available to support decision making, which translated into an improvement in the company’s sales performance and profitability.
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