Earning Resources to Leverage Earning Resources

1. Executive Team Management Metrics
Revenue Management
Mkt Opportunity Value ($) Customer Acquisition (%) Customer Retention (%) Realized Value ($)
Market Opportunities Demand Generalities On-Time Delivery Pricing
Goals Goals Goals Goals
* Company Share (%) * Baseline Sales ($) * Average Lead Time Days (#) * Price Change (%)
* Market Growth Rate (%) * Incremental Sales ($) * Order Fill Rate (%) * Price Segment Growth (%)
* Market Revenue ($) * Promotions ROI (%) * On-Time Unit Delivery (%) * Price Segment Share (%)
Competitive Positioning Sales Tactics Info, Complaints & Claims Sales Tactics
Goals Goals Goals Goals
* Competitor Growth (%) * Average Selling Price ($) * Complaint Count (#) * Average Selling Price ($)
* Competitor Price Change (%) * Direct Cost ($) * Failed Orders (#) * Direct Cost ($)
* Competitor Share (%) * Discount (%) * Returned Units (#) * Discount (%)
* Sales Calls (#) * Sales Calls (#)
Prod & Portfolio Innovation Sales Results
Goals Sales Pipeline Goals Customer Profitability
* New Product Mkt Share (%) Goals * New Customer Sales ($) Goals
* New Product Sales ($) * Pipeline Ratio (%) * Sales Growth (%) * Average Customer Profit
* Product Dev Costs ($) * Pipeline Revenue ($) * Sales Orders ($) * Lifetime Profit ($)
* Sales Order Conversion ($/%) * Net Profit ($)
Mkt & Customer Feedback Service Benchmarks
Goals Product Life Cycle Mgmt Goals Service Value
* Suggestion Cost ($) Goals * Avg Resolution Timeline (#) Goals
* Sugg Value-Added Score (#) * New Product Growth (%) * Cust Satisfaction Scorecard * Lifetime Profit ($)
* New Product Share (%) * Service Effectiveness Index * Service Cost (%)
* Relative New Prod Share (%) * Service Effectiveness Index
Sales Tactics
Sales Results Goals
Goals * Average Selling Price ($)
* New Customer Sales ($) * Direct Cost ($)
* Sales Growth (%) * Discount (%)
* Sales Order ($) * Sales Calls (#)
Marketing Sales Development Customer Service