{"id":9946,"date":"2024-05-31T07:41:52","date_gmt":"2024-05-31T07:41:52","guid":{"rendered":"https:\/\/improven.com\/?p=9946"},"modified":"2025-02-28T10:47:31","modified_gmt":"2025-02-28T10:47:31","slug":"kpis-de-ventas","status":"publish","type":"post","link":"https:\/\/improven.com\/cat\/marketing\/kpis-de-vendes\/","title":{"rendered":"KPIs de vendes: Com mesurar el rendiment empresarial"},"content":{"rendered":"<p class=\"wp-block-paragraph\">Com saber si el teu equip de vendes est\u00e0 realment contribuint al <strong>creixement de l'empresa<\/strong>? Que m\u00e8triques s\u00f3n essencials per a avaluar el rendiment i assegurar que s'estan aconseguint els objectius estrat\u00e8gics? Segurament tens moltes m\u00e9s preguntes, per\u00f2 aquestes, s\u00f3n les que qualsevol empresa que vulgui seguir en el mercat ha de tenir sempre al cap.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Els <strong>KPIs de vendes<\/strong>, (o indicadors clau de rendiment), s\u00f3n eines indispensables en la <a href=\"https:\/\/improven.com\/cat\/marketing-y-vendes\/\">consultoria de m\u00e0rqueting i vendes<\/a>. Aquestes m\u00e8triques permeten mesurar de manera precisa l'efic\u00e0cia empresarial en les estrat\u00e8gies de vendes. T'has preguntat <strong>com calcular KPIs de vendes<\/strong> i quin impacte poden tenir en el rendiment del teu equip comercial?&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Enrere va quedar aix\u00f2 de moure's per intu\u00efci\u00f3. Es necessiten dades concretes i mesurables. No hi ha una altra. I aqu\u00ed \u00e9s on entren en joc els KPIs de vendes. Ens proporcionen una <strong>visi\u00f3 clara de l'acompliment actual, i al seu torn ens indica qu\u00e8 hem de millorar.<\/strong>&nbsp; Amb aquests indicadors, les empreses poden:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Identificar \u00e0rees d'oportunitat.<\/li>\n\n\n\n<li>Optimitzar els seus processos.<\/li>\n\n\n\n<li>Augmentar la seva rendibilitat.<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">Si pensem en empreses l\u00edders en el seu sector, s\u00f3n aquelles que no sols es fixen metes ambicioses. Tamb\u00e9 utilitzen KPIs de vendes per a<strong> monitorar i ajustar les seves estrat\u00e8gies en temps real. <\/strong>Qu\u00e8 significa aix\u00f2? Que aquestes organitzacions entenen que el control i la supervisi\u00f3 basats en dades s\u00f3n essencials per a la presa de decisions estrat\u00e8giques que impulsen el creixement.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Acompanya'ns en aquesta guia exhaustiva sobri <a href=\"https:\/\/improven.com\/cat\/produccion\/com-mesurar-la-eficiencia-empresarial-amb-indicadors-de-produccio\/\">com mesurar l'efic\u00e0cia empresarial<\/a>, \u00e9s a dir, <strong>com calcular KPI de vendes.<\/strong><\/p>\n\n\n\n<figure class=\"wp-block-image size-full\"><img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"350\" src=\"https:\/\/improven.com\/wp-content\/uploads\/2024\/05\/2-7.jpg\" alt=\"kpi ventas\" class=\"wp-image-9950\" srcset=\"https:\/\/improven.com\/wp-content\/uploads\/2024\/05\/2-7.jpg 800w, https:\/\/improven.com\/wp-content\/uploads\/2024\/05\/2-7-300x131.jpg 300w, https:\/\/improven.com\/wp-content\/uploads\/2024\/05\/2-7-768x336.jpg 768w, https:\/\/improven.com\/wp-content\/uploads\/2024\/05\/2-7-18x8.jpg 18w\" sizes=\"auto, (max-width: 800px) 100vw, 800px\" \/><\/figure>\n\n\n\n<h2 class=\"wp-block-heading\">Qu\u00e8 s\u00f3n els KPI de vendes?<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Com ja hem dit, s\u00f3n m\u00e8triques espec\u00edfiques que les empreses utilitzen per a mesurar i avaluar l'acompliment del seu equip de vendes, ens diu com s'estan complint els objectius de vendes i on hem de canviar el tir, canviar, millorar. Com imaginar\u00e0s,<strong>els KPIs poden variar segons la ind\u00fastria i els objectius espec\u00edfics de l'empresa<\/strong>, per\u00f2 sempre, i aix\u00f2 s\u00ed que es compleix per a tot negoci, han d'estar alineats amb les metes estrat\u00e8giques i proporcionar dades \u00fatils per a la presa de decisions.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Per qu\u00e8? Perqu\u00e8 permeten a les empreses:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Monitorar el progr\u00e9s cap a les seves metes.<\/li>\n\n\n\n<li>Identificar tend\u00e8ncies i patrons en el rendiment de vendes.<\/li>\n\n\n\n<li>Prendre decisions basades en dades per a millorar l'efici\u00e8ncia i l'efic\u00e0cia de l'equip comercial.&nbsp;<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\">Com calcular els KPI de vendes<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Precisi\u00f3. Exactitud. Rigor. Minuciositat. S\u00f3n alguns dels conceptes que podrien definir a la perfecci\u00f3 la metodologia que es requereix per a calcular els KPIs de vendes.&nbsp;<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>1. Definir el KPI espec\u00edfic<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Identificar clarament quin \u00e9s el KPI que es mesurar\u00e0 i assegurar-se que estigui alineat amb els objectius estrat\u00e8gics de l'empresa.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>2. Recopilar dades rellevants<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Quines dades necessitem per a calcular-ho? Aix\u00f2 pot incloure dades de vendes, informaci\u00f3 del client, dades financeres i qualsevol altra dada rellevant.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>3. Aplicar la f\u00f3rmula adequada<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">S\u00ed. Cada KPI t\u00e9 la seva pr\u00f2pia f\u00f3rmula espec\u00edfica que, com una recepta de rebosteria, ha de seguir-se amb precisi\u00f3.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>4. Analitzar els resultats<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Qu\u00e8 significa cada dada? Ho entenc? Quin sac en clar del rendiment de l'equip de vendes? S\u00f3n efectives les estrat\u00e8gies implementades?<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>5. Monitorar i ajustar<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Continua monitorant el KPI al llarg del temps. Revisa. Ajusta quan sigui necessari. Controla el rendiment.<\/p>\n\n\n\n<figure class=\"wp-block-image size-full\"><img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"350\" src=\"https:\/\/improven.com\/wp-content\/uploads\/2024\/05\/4-2.jpg\" alt=\"como calcular kpi de ventas\" class=\"wp-image-9952\" srcset=\"https:\/\/improven.com\/wp-content\/uploads\/2024\/05\/4-2.jpg 800w, https:\/\/improven.com\/wp-content\/uploads\/2024\/05\/4-2-300x131.jpg 300w, https:\/\/improven.com\/wp-content\/uploads\/2024\/05\/4-2-768x336.jpg 768w, https:\/\/improven.com\/wp-content\/uploads\/2024\/05\/4-2-18x8.jpg 18w\" sizes=\"auto, (max-width: 800px) 100vw, 800px\" \/><\/figure>\n\n\n\n<h2 class=\"wp-block-heading\">Exemples de com mesurar un KPI de vendes<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Per a il\u00b7lustrar millor com es poden mesurar diferents KPIs de vendes, a continuaci\u00f3 es presenten alguns exemples:<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Cal veure el mesurament de KPIs de vendes com un must. Un indispensable en el nostre fons d'armari empresarial. Per qu\u00e8? Perqu\u00e8 \u00e9s essencial per a transformar el rendiment comercial. Si s'analitzen detalladament aquests indicadors, es poden identificar patrons estacionals, la qual cosa ens permet ajustar les estrat\u00e8gies per a maximitzar els ingressos en per\u00edodes clau.&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Per no parlar que, en desglossar-los per segments de mercat, productes espec\u00edfics o membres de l'equip, et ser\u00e0 m\u00e9s f\u00e0cil identificar quines \u00e0rees necessiten m\u00e9s atenci\u00f3, la qual cosa com molt b\u00e9 saps, ens porta a un \u00fas m\u00e9s eficient de les inversions.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">A) Creixement de vendes<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Mesura l'augment en els ingressos de vendes durant un per\u00edode espec\u00edfic. Vols calcular-ho? Pots usar la seg\u00fcent f\u00f3rmula:<\/p>\n\n\n\n<figure class=\"wp-block-image\"><img loading=\"lazy\" decoding=\"async\" width=\"1002\" height=\"134\" src=\"https:\/\/improven.com\/wp-content\/uploads\/2024\/05\/image-2.png\" alt=\"kpi creixement de vendes\" class=\"wp-image-9961\" srcset=\"https:\/\/improven.com\/wp-content\/uploads\/2024\/05\/image-2.png 1002w, https:\/\/improven.com\/wp-content\/uploads\/2024\/05\/image-2-300x40.png 300w, https:\/\/improven.com\/wp-content\/uploads\/2024\/05\/image-2-768x103.png 768w, https:\/\/improven.com\/wp-content\/uploads\/2024\/05\/image-2-18x2.png 18w\" sizes=\"auto, (max-width: 1002px) 100vw, 1002px\" \/><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\">Ayuda a entender c\u00f3mo est\u00e1 evolucionando el negocio y qu\u00e9 estrategias est\u00e1n funcionando mejor para aumentar las ventas.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">B) Cost d'adquisici\u00f3 del client (CAC)<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Nos dice cu\u00e1nto cuesta adquirir un nuevo cliente. Se puede calcular de la siguiente manera:<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/lh7-us.googleusercontent.com\/docsz\/AD_4nXfC2H5IrCA0GmVQ28w6mYPVRjQOaT2zA3farMHKtVlGE5Hijr7BfkjXkydWh8zhlwzF2ECKqc4LUTlWsBpL-RB5UPi2hYHTr2PxIbgsUMMnNowWMXxVtwizOcWtqBlSNZVSbrTeS66MD9qP6GUltpZZ17Y?key=JMwcKDx6JrBIsT5VIcjPRg\" width=\"602\" height=\"113\">\u200b<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Gr\u00e0cies a ell, les empreses poden avaluar l'efici\u00e8ncia dels seus esfor\u00e7os de m\u00e0rqueting i vendes. Funciona? S\u00ed? No? Una vegada tenint-ho clar, \u00e9s hora d'optimitzar, prendre decisions i reduir costos.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Un <strong>CAC alt pot indicar que l'empresa est\u00e0 gastant massa a atreure clients<\/strong>, i clar, aix\u00f2 ara val, per\u00f2 com ens afectar\u00e0 a llarg termini? D'altra banda, un CAC baix pot suggerir que les estrat\u00e8gies estan sent efectives. Que han donat en la diana i s\u00f3n eficients. Sabent aix\u00f2, es podria comparar el CAC en diferents canals, identificar quins s\u00f3n els m\u00e9s rendibles i concentrar els recursos en ells.<\/p>\n\n\n\n<figure class=\"wp-block-image size-full\"><img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"350\" src=\"https:\/\/improven.com\/wp-content\/uploads\/2024\/05\/1-5.jpg\" alt=\"kpi de ventas ticket medio\" class=\"wp-image-9953\" srcset=\"https:\/\/improven.com\/wp-content\/uploads\/2024\/05\/1-5.jpg 800w, https:\/\/improven.com\/wp-content\/uploads\/2024\/05\/1-5-300x131.jpg 300w, https:\/\/improven.com\/wp-content\/uploads\/2024\/05\/1-5-768x336.jpg 768w, https:\/\/improven.com\/wp-content\/uploads\/2024\/05\/1-5-18x8.jpg 18w\" sizes=\"auto, (max-width: 800px) 100vw, 800px\" \/><\/figure>\n\n\n\n<h3 class=\"wp-block-heading\">C) Tiquet mig per demanat\/compra<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Indica el valor mitj\u00e0 de cada venda. <img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/lh7-us.googleusercontent.com\/docsz\/AD_4nXfM464b3Oa9ghnnEwBCMSNx4kHJyNZzcFDKK999Q4T7vojLCkzZ9KMysNmPOGVxy1JnNEQu4h9x68jRHwPyJx0tVE7KnI4bY-FbnyF7iwf3att3LwLGD9aprx2qMDS7L8Rc5-94YFMHG0ax5A0ZZh6osF8?key=JMwcKDx6JrBIsT5VIcjPRg\" width=\"552\" height=\"124\"><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u00datil si volem saber el <strong>comportament de compra dels clients<\/strong> y para identificar oportunidades para incrementar el valor promedio de cada transacci\u00f3n.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Avaluaci\u00f3 d'estrat\u00e8gies de upselling i cross-selling.<\/li>\n\n\n\n<li>Ajust de pol\u00edtiques de preus i promocions.<\/li>\n\n\n\n<li>Implementaci\u00f3 de programes de lleialtat.<\/li>\n\n\n\n<li>Identificaci\u00f3 de tend\u00e8ncies en el comportament del consumidor.<\/li>\n<\/ul>\n\n\n\n<h3 class=\"wp-block-heading\">D) Carrets abandonats<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Calcula el percentatge de<strong> carrets de compra que no es completen en el proc\u00e9s de compra. <\/strong>Tan simple com:&nbsp;<\/p>\n\n\n\n<figure class=\"wp-block-image\"><img loading=\"lazy\" decoding=\"async\" width=\"972\" height=\"122\" src=\"https:\/\/improven.com\/wp-content\/uploads\/2024\/05\/image.png\" alt=\"carrets abandonats kpi de vendes\" class=\"wp-image-9959\" srcset=\"https:\/\/improven.com\/wp-content\/uploads\/2024\/05\/image.png 972w, https:\/\/improven.com\/wp-content\/uploads\/2024\/05\/image-300x38.png 300w, https:\/\/improven.com\/wp-content\/uploads\/2024\/05\/image-768x96.png 768w, https:\/\/improven.com\/wp-content\/uploads\/2024\/05\/image-18x2.png 18w\" sizes=\"auto, (max-width: 972px) 100vw, 972px\" \/><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\">Per qu\u00e8  no va acabar la compra? Qu\u00e8 li va tirar cap enrere? Gr\u00e0cies a aquest indicador, podr\u00e0s esbrinar d'una vegada quina falla en el proc\u00e9s de compra, aplicar els canvis necessaris i reduir la taxa d'aband\u00f3.&nbsp;<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">E) Durada del cicle de vendes<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Marca el<strong> temps faig una mitjana de que es triga a convertir un lead en client.<\/strong> La f\u00f3rmula \u00e9s:<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/lh7-us.googleusercontent.com\/docsz\/AD_4nXeXroB3CWRdfSPeCa3ej0tBjmQsmjpzUbOd0Uvlb8m1iS6ZJJ9GROP0i7bKzLUaNwAygZavTclU7b9veaavleKuqZChICw-xd5-yce31jpQy0ovVQx8DWuXowu-QY8ZPKs3nsP0CGrI3gi5nZgA2CupOWU0?key=JMwcKDx6JrBIsT5VIcjPRg\" width=\"602\" height=\"80\">\u200b<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Amb ell, es poden identificar inefici\u00e8ncies en el proc\u00e9s de vendes, per a aix\u00ed, treballar en estrat\u00e8gies per a accelerar la conversi\u00f3.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">A m\u00e9s d'obtenir:&nbsp;<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Diagn\u00f2stic de colls d'ampolla.<\/li>\n\n\n\n<li>Optimitzaci\u00f3 de processos.<\/li>\n\n\n\n<li>Mesurament d'efic\u00e0cia de l'equip.<\/li>\n\n\n\n<li>Previsi\u00f3 d'ingressos.<\/li>\n<\/ul>\n\n\n\n<h3 class=\"wp-block-heading\">F) Nombre d'oportunitats de venda<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Quantes oportunitats de venda estan disponibles en determinat moment? A quantes es poden aspirar? Quantes porto fins a la data? Aquest indicador cal tenir-lo tamb\u00e9 a prop, per a veure l'efectivitat de les estrat\u00e8gies de generaci\u00f3 de leads i planificar el funnel de vendes.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">G) Taxa de conversi\u00f3 de leads a clients<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Un dels favorits. El que ens diuen el percentatge de leads que es converteixen en clients.&nbsp;<\/p>\n\n\n\n<figure class=\"wp-block-image\"><img loading=\"lazy\" decoding=\"async\" width=\"834\" height=\"112\" src=\"https:\/\/improven.com\/wp-content\/uploads\/2024\/05\/image-1.png\" alt=\"kpi tasa de conversio\" class=\"wp-image-9960\" srcset=\"https:\/\/improven.com\/wp-content\/uploads\/2024\/05\/image-1.png 834w, https:\/\/improven.com\/wp-content\/uploads\/2024\/05\/image-1-300x40.png 300w, https:\/\/improven.com\/wp-content\/uploads\/2024\/05\/image-1-768x103.png 768w, https:\/\/improven.com\/wp-content\/uploads\/2024\/05\/image-1-18x2.png 18w\" sizes=\"auto, (max-width: 834px) 100vw, 834px\" \/><\/figure>\n\n\n\n<figure class=\"wp-block-image size-full\"><img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"350\" src=\"https:\/\/improven.com\/wp-content\/uploads\/2024\/05\/5-2.jpg\" alt=\"como elegir un buen kpi de ventas\" class=\"wp-image-9954\" srcset=\"https:\/\/improven.com\/wp-content\/uploads\/2024\/05\/5-2.jpg 800w, https:\/\/improven.com\/wp-content\/uploads\/2024\/05\/5-2-300x131.jpg 300w, https:\/\/improven.com\/wp-content\/uploads\/2024\/05\/5-2-768x336.jpg 768w, https:\/\/improven.com\/wp-content\/uploads\/2024\/05\/5-2-18x8.jpg 18w\" sizes=\"auto, (max-width: 800px) 100vw, 800px\" \/><\/figure>\n\n\n\n<h2 class=\"wp-block-heading\">Com triar un bon KPI de vendes<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">No hi ha f\u00f3rmula m\u00e0gica. Dependr\u00e0 de cada empresa. Del sector en el qual operi. S\u00f3n molts els factors. Aix\u00f2 s\u00ed, <strong>seleccionar els KPIs adequats<\/strong> t'assegurar\u00e0 saber que est\u00e0s fent les m\u00e8triques correctes i que la informaci\u00f3 que obtens, \u00e9s bona. \u00c9s una m\u00e8trica a seguir. Una m\u00e8trica que hauria de tenir algunes de les seg\u00fcents caracter\u00edstiques:<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">1. Mesurable<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Un bon KPI de vendes ha de ser mesurable. No hi ha una altra opci\u00f3. \u00c9s el primer manament dels KPIs. Pel que ha de ser quantificable i basat en <strong>dades precises que puguin ser f\u00e0cilment recol\u00b7lectats i analitzats<\/strong>. Entenguem-ho. Sense mesuraments clars, \u00e9s impossible determinar el progr\u00e9s o identificar \u00e0rees que necessiten millores.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Gr\u00e0cies a ser mesurable, proporciona una base objectiva per a avaluar el rendiment i facilita la comparaci\u00f3 de dades al llarg del temps. Vegeu per exemple, <strong>mesurar el nombre de trucades realitzades per un venedor. <\/strong>O el seu percentatge de vendes tancades.&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Ens permetr\u00e0:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Identificar tend\u00e8ncies i variacions en el rendiment.<\/li>\n\n\n\n<li>Establir est\u00e0ndard i benchmarks que l'equip de vendes pot utilitzar per a mesurar el seu progr\u00e9s i millorar les seves estrat\u00e8gies.&nbsp;<\/li>\n\n\n\n<li>L'automatitzaci\u00f3 de reportis, estalviant temps i recursos.<\/li>\n<\/ul>\n\n\n\n<h3 class=\"wp-block-heading\">2. Important per al negoci<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">El KPI deu ser <strong>rellevant i alineat amb els objectius estrat\u00e8gics de l'empresa. <\/strong>No hi ha volta de fulla. Pel que, no tots els KPIs s\u00f3n igual d'importants. Oh, sorpresa! Exacte, hem d'enfocar-nos nom\u00e9s en aquells que tenen un impacte directe en l'\u00e8xit del negoci.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u00c9s la satisfacci\u00f3 del client un KPI important? Segurament, ja que afecta directament futures compres. Si s'ha quedat satisfet\/a, \u00e9s m\u00e9s possible que torni, i que compri. \u00c9s a dir, que es fidelice.&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Hi ha que<strong> saber quines \u00e0rees afecten realment els resultats financers i operatius de l'empresa i analitzar-los.<\/strong> Enfocar els esfor\u00e7os en aquestes KPIs. Unes m\u00e8triques que ens ajudaran a marcar la planificaci\u00f3 estrat\u00e8gica a llarg termini.&nbsp;<\/p>\n\n\n\n<figure class=\"wp-block-image size-full\"><img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"350\" src=\"https:\/\/improven.com\/wp-content\/uploads\/2024\/05\/3-5.jpg\" alt=\"kpide ventas  realista\" class=\"wp-image-9955\" srcset=\"https:\/\/improven.com\/wp-content\/uploads\/2024\/05\/3-5.jpg 800w, https:\/\/improven.com\/wp-content\/uploads\/2024\/05\/3-5-300x131.jpg 300w, https:\/\/improven.com\/wp-content\/uploads\/2024\/05\/3-5-768x336.jpg 768w, https:\/\/improven.com\/wp-content\/uploads\/2024\/05\/3-5-18x8.jpg 18w\" sizes=\"auto, (max-width: 800px) 100vw, 800px\" \/><\/figure>\n\n\n\n<h3 class=\"wp-block-heading\">3. Realista<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Aix\u00f2 vol dir que han de ser <strong>assolibles i basats en metes realistes<\/strong>. Els peus en la terra, si us plau. Tornar-se boig\/a i establir objectius inassolibles es desaconsella per diverses raons. Entre elles, un, desmotivar\u00e0 a l'equip de vendes i dues, no proporcionar\u00e0 una representaci\u00f3 precisa del rendiment.&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">S\u00ed. Els objectius han de ser desafiadors per\u00f2 possibles de <strong>aconseguir amb l'esfor\u00e7 i els recursos disponibles.<\/strong> \u00c9s com si comen\u00e7ar\u00e0s a sortir a c\u00f3rrer i et marques fer una marat\u00f3 la primera setmana. Spoiler: surt malament.&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Un KPI realista t\u00e9 en compte:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Les condicions del mercat.<\/li>\n\n\n\n<li>La capacitat de l'equip.<\/li>\n\n\n\n<li>Els recursos disponibles.<\/li>\n<\/ul>\n\n\n\n<h3 class=\"wp-block-heading\">4. Peri\u00f2dic<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Essencial que els KPIs es mesurin i revisin de manera regular. Cada quant? Tu decideixes. Pot ser diari, setmanal, mensual o trimestral. <strong>Dependr\u00e0 del KPI i del ritme de negoci. <\/strong>Aix\u00f2 s\u00ed, el que cal tenir clar \u00e9s que la revisi\u00f3 peri\u00f2dica et permetr\u00e0 realitzar ajustos oportuns i mantenir l'enfocament en les metes establertes.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Al seu torn, revisar els KPIs peri\u00f2dicament facilita:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>La detecci\u00f3 preco\u00e7 de problemes, la qual cosa permet realitzar ajustos en temps real.&nbsp;<\/li>\n\n\n\n<li>Fomenta una major responsabilitat dins de l'equip.<\/li>\n\n\n\n<li>Pot\u00e8ncia el progr\u00e9s constant.&nbsp;<\/li>\n<\/ul>\n\n\n\n<figure class=\"wp-block-gallery has-nested-images columns-default is-cropped wp-block-gallery-1 is-layout-flex wp-block-gallery-is-layout-flex\">\n<figure class=\"wp-block-image size-large\"><img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"350\" data-id=\"9956\" src=\"https:\/\/improven.com\/wp-content\/uploads\/2024\/05\/6-2.jpg\" alt=\"kpi de ventas periodico\" class=\"wp-image-9956\" srcset=\"https:\/\/improven.com\/wp-content\/uploads\/2024\/05\/6-2.jpg 800w, https:\/\/improven.com\/wp-content\/uploads\/2024\/05\/6-2-300x131.jpg 300w, https:\/\/improven.com\/wp-content\/uploads\/2024\/05\/6-2-768x336.jpg 768w, https:\/\/improven.com\/wp-content\/uploads\/2024\/05\/6-2-18x8.jpg 18w\" sizes=\"auto, (max-width: 800px) 100vw, 800px\" \/><\/figure>\n<\/figure>","protected":false},"excerpt":{"rendered":"<p>\u00bfC\u00f3mo saber si tu equipo de ventas est\u00e1 realmente contribuyendo al crecimiento de la empresa? \u00bfQu\u00e9 m\u00e9tricas son esenciales para evaluar el rendimiento y asegurar que se est\u00e1n alcanzando los objetivos estrat\u00e9gicos? Seguramente tengas muchas m\u00e1s preguntas, pero estas, son las que cualquier empresa que quiera seguir en el mercado debe tener siempre en la [&hellip;]<\/p>","protected":false},"author":9,"featured_media":9958,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[131,34,19,36],"tags":[111],"class_list":["post-9946","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-articulo","category-estrategia","category-marketing","category-operaciones","tag-kpi-de-ventas"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v21.2 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>KPIs de ventas: C\u00f3mo medir el rendimiento empresarial | Improven<\/title>\n<meta name=\"description\" content=\"Descubre c\u00f3mo medir el rendimiento empresarial con KPIs de ventas y si tu equipo de ventas contribuye al crecimiento de 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