Delta Point Management

As discussed in KPIs 101: How Much Can Your Business Improve?, every quantifiable Key Performance Indicator that has ever been devised falls into the following categories: Size - how big is the deal? Count - how many deals are on the table? Velocity - how fast does the deal take to work through? Capacity - how many deals can we actually do? Statistics - averages, conversion rates, ratios, standard deviations, skew, correlation etc. etc. etc. If you use them together, you can quickly work out how much your business can improve. Today we will discuss #1: Size - How Big Is The Deal? Deal size is a pretty simple concept - it is an easy to derive number. However, what we are looking for are some

Every quantifiable Key Performance Indicator that has ever been devised falls into the following categories: Size - how big is the deal? Count - how many deals are on the table? Velocity - how fast does the deal take to work through? Capacity - how many deals can we actually do? Statistics - averages, conversion rates, ratios, standard deviations, skew, correlation etc. etc. etc. Everything else is a Dimension... Time, Geography, Products, Projects, Customers, Resources, Suppliers, Processes, Cost Centre, Account. For example, some would call frequency a group of KPIs. However, frequency is really just a count across a time period. ...Or a Comparison. Comparisons are when a KPI is compared a