Creating dashboards for business critical KPIs/CSFs
Key performance indicators (KPIs) of the company are not being adhered to. Without following KPIs it is not possible to establish that critical success factors are being met. The information to compile the data for KPIs is located in different systems and is time-consuming to compile.
Using Afinitis 2019 Sirius automated the process of compiling data and analysing the trends for key performance indicators. KPIs are shown on a dashboard in real-time, enabling less time to be spent collecting information and more time monitoring and interpreting the KPIs trends. Where margin levels have fallen below a certain point it is now possible to drill through to the individual orders and discover the root-cause behind the data.
Lean six sigma enabled a reduction in the waiting time to gain access to KPI information and reduced the duplication of tasks that were being done in the compilation of the data. It made the process more efficient and usable by the entire management team, not just those with the skills to do the data mining.
Creating dashboards for salesperson performance
The sales team has targets to hit each month but they don’t have the live information about sales for the month to date, there is no way of knowing if targets are being met or how key customers are doing until after the month-end pack is released.
By using Afinitis 2019 to create dashboards for each sales team member, individual sales team members are given the tools needed to monitor progress relative to targets and previous year figures. An overview of how the top 10 customers are performing, sales growth, market shrinkage, frequency of spend and average order value are all visible for review. It is also possible to see orders that fall outside the specified parameters such as low margin and monitor conversion rates from quote to order.
Sales management have an overview dashboard enabling comparisons between sales persons to be made. The dashboard highlights over or under-performance so issues can be addressed in the form of early intervention. Management have the ability to see employees that have a greater success rate in a given area or with a specific product set and tailor the sales strategy accordingly. This tailored approach enables a better customer relationship to be built and in turn a higher level of customer retention.
Coupling the Afinitis 2019 information with lean six sigma theory to reduce waste and focus the skill set of employees in the optimum way improves the efficiency of the sales team.