Main KPIs for measuring B2B sales performance

KPI-in-purchasing

ME B2B Summit 2019: Key KPIs for B2B by Paulo Teles

The main KPIs for B2B were also addressed at the ME B2B Summit 2019. The topic, aimed at the sales audience, was presented by Paulo Teles, IT director of the Sonepar group.

Knowing which KPIs to measure and how to measure them can be a major game changer when it comes to a company increasing its sales performance and consolidating itself in the market.

Therefore, today's post recalls Paulo's presentation and reinforces his tips for measuring the right indicators and boosting business.

Check it out!

What are KPIs?

The acronym KPIs, or Key Performance Indicators, are metrics used to measure a company's processes and, through them, help teams achieve their goals.

With the indicators, all employees come to know and act as important and integral parts of the company's mission, aligning efforts intelligently to meet the strategies established by leaders.

The interesting thing is that, through the results indicated by KPIs, organizations can quantify the performance of teams, in addition to allowing them to understand how important their activities are to the success of these numbers.

How to manage KPIs?

How to manage KPIs?

One of the important points addressed by Teles during his talk at the ME B2B Summit was how to manage KPIs so that businesses can take off. To do this, he gave six valuable tips, check them out:

  • Align with strategic planning: fully understand strategic objectives to translate them into goals.
  • Determine the goals to be achieved: Set realistic, specific, measurable and relevant goals. To do this, use SMART goals.
  • Define KPIs: They must be defined by clear and standardized rules, be relevant to the business and easy to calculate and measure.
  • Track performance: Monitor processes to ensure they are performing as expected.
  • Correct deviations: Solve existing problems at the root using the Ishikawa Diagram.
  • Continuous improvement: study existing problems to overcome them, seeking to optimize processes and results.

SMART Method: Creating Goals for the B2B World

The SMART method is an efficient way to create goals. It is based on a checklist, in which we evaluate whether the goal meets the minimum requirements for the team to achieve it. The acronyms SMART stand for: S – Specific, M – Measurable, – A – Attainable, R – Relevant and T – Timely.

Teles summarized each of the letters in just one slide of the presentation:

Sspecific – What do you want to do?

Measurable – How will you know when you get there?

Aachievable – Is it within your power to achieve it?

Realistic – Can you really achieve this?

Timely – When do you really want to do it?

How to choose the KPI for your business?

The choice of KPIs depends on several factors. The main points to consider are “what are your objectives” and “what segment does your business belong to?” Finally, select a small group of key indicators, without leaving the possibilities too open.

During the lecture, Paulo revealed the main KPIs for e-commerce and the commercial area. Check them out below:

The main KPIs for B2B e-commerce

The main KPIs for the commercial area

The projection for the future

The projection for the future

Paulo Teles believes that the future of sales lies in Marketplaces. The share of this business model has grown significantly in digital retail. According to the Shop.org, Channel Advisor and Mackinsey database, Brazil has a share of $4 billion. The United States has $115 billion and China has already surpassed $56 billion, leading the performance of all countries when it comes to e-commerce.

About Paulo Teles

IT Director at Sonepar with over 25 years of experience in the technology industry. Postgraduate degree in PMI Project Management from the Brazilian Institute of Advanced Technology – IBTA. Has skills in Business Processes, Oracle Database, Business Process Design, IT Service Management and IT Strategies.

 

This is the second post in a series of texts we will be writing about the ME B2B Summit 2019. If you liked it, subscribe to our newsletter and stay up to date with everything that happens in the B2B market!

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