New Sales KPIs Reports to Improve Data-based Decision Making
Westin, Jens (2024)
Westin, Jens
2024
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Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-2024052113746
https://urn.fi/URN:NBN:fi:amk-2024052113746
Tiivistelmä
The Objective of this thesis was to introduce KPIs to the case company where KPIs and reporting of indicators are not used on a continuous basis. In the world of business today where loads of data are generated and gathered, the usage of KPIs makes the most important measurements to guide the organization towards its goals.
This thesis was carried out based on an applied actin research approach. The research design began from the initial problem, then moved into the literature and then to the analysis of the current KPIs in sales organizations. The CSA gave a deeper view into the case company´s KPIs and reporting. The main problem was the minimalistic use of reporting, while having little supporting facts. Here the need for updating KPIs came from, as KPIs are indicators that can help with the data driven decision-making. The current state gathered material via document analysis and interviews with managers and stakeholders, so that to get a clear picture of what is needed.
The outcome of this thesis is the improvement proposal. It has two elements, first is the introduction of the most critical KPIs to support the performance increase of the case company. The KPIs were first considered in a workshop brainstorming session, where 21 KPIs were addressed and prioritized. After this the top three were chosen to give direction indications of the performance in the sales organization. Also, the workshop recommended that a KPI responsible person must be assigned, as it is critical that the KPIs are continuously gathered and stored in the correct way.
The second element was the visualization of the results, both KPIs and Result indicators into an informative clear dashboard. Here, the most critical indicators were chosen by the CEO and stakeholders. It was decided that the dashboard must be only one sided, and only the most informative indicators and results can be presented. These two elements were presented to the stakeholders and since the workshop-2 was done in detail, the validation of the proposal got only minor comments, so the proposals went into the final proposal, where the guidelines were also set for the improvement plan. The impact of the implementation of KPIs should help the case company and its CEO with the helicopter view; the long-waited feature as it provides a better base for data driven decisions. Additionally, this was a needed tool as the company is striving for growth, it makes the whole organization more manageable.
This thesis was carried out based on an applied actin research approach. The research design began from the initial problem, then moved into the literature and then to the analysis of the current KPIs in sales organizations. The CSA gave a deeper view into the case company´s KPIs and reporting. The main problem was the minimalistic use of reporting, while having little supporting facts. Here the need for updating KPIs came from, as KPIs are indicators that can help with the data driven decision-making. The current state gathered material via document analysis and interviews with managers and stakeholders, so that to get a clear picture of what is needed.
The outcome of this thesis is the improvement proposal. It has two elements, first is the introduction of the most critical KPIs to support the performance increase of the case company. The KPIs were first considered in a workshop brainstorming session, where 21 KPIs were addressed and prioritized. After this the top three were chosen to give direction indications of the performance in the sales organization. Also, the workshop recommended that a KPI responsible person must be assigned, as it is critical that the KPIs are continuously gathered and stored in the correct way.
The second element was the visualization of the results, both KPIs and Result indicators into an informative clear dashboard. Here, the most critical indicators were chosen by the CEO and stakeholders. It was decided that the dashboard must be only one sided, and only the most informative indicators and results can be presented. These two elements were presented to the stakeholders and since the workshop-2 was done in detail, the validation of the proposal got only minor comments, so the proposals went into the final proposal, where the guidelines were also set for the improvement plan. The impact of the implementation of KPIs should help the case company and its CEO with the helicopter view; the long-waited feature as it provides a better base for data driven decisions. Additionally, this was a needed tool as the company is striving for growth, it makes the whole organization more manageable.