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.
Looking for something specific?
Ask Us-
Measure Spotlights|
Cross-sell/up-sell close rate
This measure calculates percentage of inbound contacts that completed an additional cross-sell or up-sell. Inbound contact refers to any query (related to sales, information,…
-
Measure Spotlights|
Number of active customers per sales FTE
This measure calculates the number of active customers per sales full-time equivalent employee (FTE). A customer is considered active if they have purchased a business entity…
-
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…
-
Measure Spotlights|
Sales force turnover rate
This measure calculates sales force turnover rate. Sales force turnover refers to the percentage of total sales employees who left during the past year, whether voluntary or…
-
Measure Spotlights|
Percentage of total annual sales revenue attributable to sales completed on your business entity's website
A major part of the process "manage sales orders" involves companies monitoring sales performance across different platforms. This measure calculates the percentage of total…
-
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,…
-
Measure Spotlights|
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,…
-
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…
-
Measure Spotlights|
Percentage of annual net sales revenue attributable to repeat customers
This measure calculates the percentage of annual net sales revenue attributable to customers making a purchase from an organization after having already made an initial…
-
Measure Spotlights|
Percentage of sales orders received through new (such as digital/electronic) channels
This measure calculates the percentage of sales orders that are received through new channels. New channels include digital or electronic channels, such as internet,…
-
Measure Spotlights|
Average time in days to resolve retail supply related issues with quality
This measure calculates average time in days to resolve retail supply related issues with quality. This Cycle Time measure is intended to help companies analyze this duration…
-
Measure Spotlights|
E-commerce sales as a percentage of retail sales
This measure calculates e-commerce sales as a percentage of retail sales. Electronic Commerce or E-Commerce involves the buying and selling of products and services by…
-
Measure Spotlights|
E-commerce sales conversion rate for the retail website
This measure calculates the percentage of online shoppers who complete a sales transaction on the website. It is calculated as the total number of transactions on the company…
-
Measure Spotlights|
Annual percentage change in savings in Goods Not For Resale (GNFR)
This measure calculates annual percentage change in savings in Goods Not For Resale (GNFR). Goods Not For Resale is the procurement of all goods and services a retailer…
-
Measure Spotlights|
Retail sell through rate
This measure calculates the retail operation product sell through rate. It is calculated as the total number of units sold during the reporting period divided by the total…