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|
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…
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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,…
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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…
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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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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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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…
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Percentage of customer accounts that are active customers
This measure calculates the percentage of customer accounts that are active customers out of the total number of customers in a business entity's customer master file. An…
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Customer retention rate (3-year)
This measure calculates the percentage of external customers retained over a 3-year period. Customer retention rate is defined as the number of customers who were active…
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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…
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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 …