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|
Budget for sales & marketing as a percentage of revenue
This measure calculates the combined budgets for sales and marketing (including trade spending, if applicable) as a percentage of revenue for the reporting period. The budget…
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Measure Spotlights|
Number of sales & marketing FTEs as a percentage of total business entity FTEs
This measure calculates the percentage of business entity full-time equivalent employees (FTEs) that perform sales and marketing marketing (including trade activities, if…
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Number of sales & marketing FTEs per $1 billion revenue
This measure calculates the number of full-time equivalent employees (FTEs) for sales and marketing (including trade activities, if applicable), per $1 billion revenue. It is…
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Measure Spotlights|
Number of sales FTEs per $1 billion revenue
This measure calculates the number of full-time equivalent employees (FTEs) for sales (exclude marketing and trade activities), per $1 billion revenue. It is part of a set of…
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Measure Spotlights|
Total cost to perform the process "develop and train employees" per business entity employee
This measure calculates total cost per business entity employee to perform the process "develop and train employees". Total cost is the sum of personnel (compensation…
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Measure Spotlights|
Total cost to perform the process "develop and train employees" as a percentage of total cost to perform the process group "manage employee on-boarding, development, and training"
This measure calculates percentage of total cost to perform the process group "manage employee on-boarding, development, and training" allocated to the process "develop and…
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Measure Spotlights|
Number of learning days per employee
This measure calculates the average number of days per employee that were dedicated to learning. It is calculated by dividing the total number of days utilized for learning a…
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Measure Spotlights|
Total cost to perform the process "develop and train employees" per $1,000 revenue
This measure calculates total cost per $1,000 business entity revenue to perform the process "develop and train employees". Total cost is the sum of personnel (compensation…
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Measure Spotlights|
Revenue received from fax and mail orders as a percentage of total business entity revenue
This measure calculates the percentage of total business entity revenue that comes from revenue received via fax and mail orders. It is part of a set of Supplemental…
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Measure Spotlights|
Revenue received from telephone orders as a percentage of total business entity revenue
This measure calculates the percentage of total business entity revenue that comes from revenue received via telephone orders. It is part of a set of Supplemental Information…
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Measure Spotlights|
Percentage of sales force that made their quotas/targets in the last 12-month reporting period
This measure calculates the percentage of the sales force that hit their designated quotas/targets in the last 12-month reporting period. It is part of a set of Staff…
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Measure Spotlights|
Revenue received from WAP orders as a percentage of total business entity revenue
This measure calculates the percentage of total business entity revenue that comes from revenue received via Wireless Application Protocol (WAP) mobile device orders. It is…
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Customer attrition/churn rate (3-year)
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Measure Spotlights|
Average sales cycle time in calendar days from the time the lead/opportunity is identified and the sale is closed
This measure calculates the average number of calendar days elapsed from the time the lead/opportunity is identified until the sale is closed. It is a Cycle Time measure that…