Resource Library
APQC’s Resource Library is your source for timely and topical information to help you meet your most complex business process and knowledge management challenges. Explore our ever-growing collection of more than 5000 research-based best practices, benchmarks and metrics, case studies, and other valuable APQC content.
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Measure Spotlights|
Personnel cost budgeted to perform the sales function per sales function FTE
This measure calculates the total personnel cost budgeted to perform the sales function per sales function FTE (Full Time Equivalent). Personnel cost refers to employee…
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Measure Spotlights|
Closed deals with B2B customers per active B2B customer account
This measure calculates the total number of closed deals (whether won or lost) with B2B customers per active B2B customer account. Active customers are customers who have…
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Measure Spotlights|
Days spent prospecting as a percentage of total business sales cycle time for B2B customers
This measure calculates, for B2B customers, the number of days spent towards prospecting as a percentage of total business sales cycle time. Business sales cycle activities…
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Measure Spotlights|
Days spent investigating as a percentage of total business sales cycle time for B2B customers
This measure calculates, for B2B customers, the number of days spent in investigating as a percentage of total business sales cycle time. Business sales cycle activities…
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Measure Spotlights|
Days spent in proposals as a percentage of total business sales cycle time for B2B customers
This measure calculates, for B2B customers, the number of days spent in proposals as a percentage of total business sales cycle time. Business sales cycle activities consist…
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Measure Spotlights|
Days spent in negotiations as a percentage of total business sales cycle time for B2B customers
This measure calculates, for B2B customers, the number of days spent in negotiation as a percentage of total business sales cycle time. Business sales cycle activities…
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Measure Spotlights|
Days spent in closing (won/lost) as a percentage total business sales cycle time for B2B customers
This measure calculates, for B2B customers, the number of days spent in closing (whether won or lost) as a percentage of total business sales cycle time. Business sales cycle…
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Measure Spotlights|
Sales budget personnel cost as a percentage of revenue
This measure calculates the personnel cost of sales budget as a percentage of revenue. Personnel cost refers to employee personnel compensation (salaries and wages, bonuses,…
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Sales budget systems cost as a percentage of revenue
This measure calculates the systems cost of sales budget as a percentage of revenue. Systems cost refers to a variety of expenses related to computer hardware/software,…
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Measure Spotlights|
Sales budget outsourcing cost as a percentage of revenue
This measure calculates the outsourcing cost of sales budget as a percentage of revenue. Outsourced cost refers to the total cost of outsourcing a specific process to a third…
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Measure Spotlights|
Average time taken, in weeks, to plan an entirely new marketing campaign which does not involve using external creative and media agencies
This measure calculates the average time taken (in weeks elapsed) to plan an entirely new marketing campaign which does not involve using external creative and media agencies…
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Measure Spotlights|
Average time taken, in weeks, to plan an entirely new marketing campaign which involves using external creative and media agencies
This measure calculates the average time taken (in weeks elapsed) to plan an entirely new marketing campaign which involves using external creative and media agencies. This…
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Measure Spotlights|
Average net promoter score (NPS) earned through B2B customers
This measure calculates the average net promoter score for specifically B2B customers. Net Promoter Score (NPS) is calculated based on customer surveys' answers to this…
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Measure Spotlights|
Average net promoter score (NPS) earned through B2C customers
This measure calculates the average net promoter score for specifically B2C customers. Net Promoter Score (NPS) is calculated based on customer surveys' answers to this…
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Measure Spotlights|
Marketing reach for B2B customers
This measure calculates marketing reach (potential number of B2B customers you were able to reach through your marketing channels and campaigns) for the 12 month period. B2B …