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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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|
Return on investment for the earned digital media marketing channel
This measure calculates total marketing ROI (Return on Investment) from earned digital media channels for the twelve month period. Earned digital media includes brand…
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Measure Spotlights|
Return on investment for the direct communication channels (phone calls, postal mail) marketing channel
This measure calculates total marketing ROI (Return on Investment) from direct communication channels (phone calls, postal mail) for the twelve month period. This Process…
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Measure Spotlights|
Return on investment for the offline advertisements (billboards, television, print advertisements) marketing channel
This measure calculates total marketing ROI (Return on Investment) from offline advertisements (billboards, television, print advertisements) for the twelve month period…
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Measure Spotlights|
Return on investment for the advertisement and placement in physical outlets marketing channel
This measure calculates total marketing ROI (Return on Investment) from advertisement and placement in physical outlets (e.g. stores) for the twelve month period. This…
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Measure Spotlights|
Return on investment for the trade marketing marketing channel
This measure calculates total marketing ROI (Return on Investment) from trade marketing for the twelve month period. Trade marketing is marketing aimed at wholesalers,…