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Financial Metrics
Financial Objective Type Revenue growth and mix Measures Sales growth by segment Targets 5% quarterly growth for segment A. Supporting Initiatives Q1 Q2 5.00% Q3 6.00% Q4 5.00% Annual 5.00% Analysis Target achieved
VP of sales will hire 2 new sales 4.00% representatives to focus on segment A by January 31.
15% of annual revenue will come from new product B. 10% of annual revenue will come from new service C. 5% of annual revenue will come from new customer D. Increase wallet share of target account E from 15% to 25% by the end of the year. Increase profitability in customer segment F from 15% to 20% by the end of the year. Increase profitability of product line G from 20% to 25% by the end of the year. Reduce the percentage of unprofitable customers from 10% to 0% by the end of the year. Increase revenue per employee from $110,000 to $115,000 by the end of the year. Increase cost reduction rate by 2% by the end of the year. Reduce general and administrative expenses as a percentage of sales from 15% to 12%, to meet competitors' expense ratios. Reduce unit cost per procurement transaction from $0.75/unit to $.50/unit by the end of the year.
Customer profitability
Product profitability
Cost reduction/productivity
Cost reduction/productivity
Cost reduction/productivity
Cost reduction/productivity
Asset utilization
Asset utilization
Research and development as a percentage of sales Increase research and development as a percentage of sales from 15% to 20% by the end of the year. Working capital ratio Increase our working capital from $1,000,000 to $1,200,000 by the end of the year. Payback Decrease average payback time on capital equipment purchases from 9 months to 7 months by the end of the year. Increase throughput from 20 widgets per day to 25 widgets per day by the end of the year. Improve economic value added by 10% by the end of the year. Grow stock price by 25% by the end of the year.
Asset utilization
Asset utilization
Throughput
Market performance
Market performance
Customer Metrics
Customer Objective Type Market share Measures Market share by dollars Targets Increase market share from 15% to 25% by the end of the year in market B. Increase the number of units sold to market A from 20,000 to 25,000 by the end of the year. Contract with 75% of all customers within target vertical C. Increase number of proposals from 15% to 20% by the end of the year. Increase proposal win rate from 15% to 20% by the end of the year. Reduce the number of unqualified leads by 25% by the end of the year. Retain 100% of all named accounts throughout the fiscal year. Reduce percentage of unprofitable customers from 10% to 0% by the end of the year. Increase overall customer profitability from 25% to 30% by the end of the year. Increase customer satisfaction (as measured by external survey) so that 75% of all customers are "somewhat" or "very" satisfied. Reduce the number of unresolved issues by 50% by the end of the year. Reduce the number of returns by 75% by the end of the year. Reduce percentage of out-of-stock items by 60% by the end of year. Supporting Initiatives Q1 Q2 18.00% Q3 21.00% Q4 26.00% Annual 26.00% Analysis Target exceeded
To increase overall sales, launch 15.00% marketing campaign that is targeted to market A in March.
Market share
Market share
Customer acquisition
Proposal rate
Customer acquisition
Win rate
Customer acquisition
Customer retention
Customer profitability
Customer profitability
Customer satisfaction
Customer satisfaction
Customer satisfaction
Customer satisfaction
Out-of-stock percentage
New markets team will drive sales of 1.00% new products through indirect channel.
Innovation
Innovation
Innovation
Process capability
Innovation
Innovation
Innovation
Operations
Product quality
Operations
Service quality
Operations
Labor efficiency
Operations
Machine efficiency
Operations
Operations
Operations
Process cost
Post-sales service
Post-sales service
Post-sales service
Employee retention
Employee retention
Employee satisfaction
Employee satisfaction
Recognition
Employee satisfaction
Access to information
Employee satisfaction
Encouragement to be creative
Employee satisfaction
Employee satisfaction
Employee productivity
Employee productivity
Employee productivity
Competency alignment