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|
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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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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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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Number of FTEs who perform order entry/order processing as a percentage of total FTEs for the process "manage sales orders"
This measure calculates the percentage of total full-time equivalent employees for "manage sales orders" that perform order entry/processing. Order entry/processing…
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Number of FTEs who perform order inquiry as a percentage of total FTEs for the process "manage sales orders"
This measure calculates the percentage of total full-time equivalent employees for "manage sales orders" that perform order inquiry. Order inquiry involves fielding potential…
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Measure Spotlights|
Percentage of sales orders transacted via a portal
This measure calculates the percentage of sales orders that are carried out via a portal (virtual gateway from one website to another). It is part of a set of Process…
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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|
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…
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Turnover rate for logistics personnel
This measure determines the annualized rate of logistics employee departures as a percentage of total production workforce. A high turnover rate often indicates that…
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Field finished goods inventory days of supply
This measure calculates field finished goods inventory days of supply by dividing the annual field finished goods inventory by the "value of transfers divided by 365 days."…
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Number of FTEs that perform the process group "manage logistics and warehousing" as a percentage of total business entity FTEs
This measure calculates the percentage of business entity full-time equivalent employees (FTEs) who are employed to perform the process group "manage logistics and…
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Measure Spotlights|
Number of FTEs that perform the process group "manage logistics and warehousing" per $1 billion revenue
This measure calculates the number of full-time equivalent employees (FTEs) per $1 billion revenue who plan, implement, and control the forward and reverse flow and storage…
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Total cost to perform the process group "manage logistics and warehousing" as a percentage of the cost of continuing operations
This measure calculates the total cost to perform the process group "manage logistics and warehousing"—which plans, implements, and controls the forward/reverse flow and…
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Measure Spotlights|
Total cost to perform the process group "manage logistics and warehousing" per process group FTE
This measure calculates the total cost to perform the process group "manage logistics and warehousing"—which plans, implements, and controls the forward and reverse flow and…
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Measure Spotlights|
Percentage of outbound transport containers with multiple-customer orders
This measure calculates the percentage of all outbound transport containers (e.g., truckloads) that have orders for multiple customers. It is part of a set of Process…