{"id":371405,"date":"2023-12-15T13:11:08","date_gmt":"2023-12-15T12:11:08","guid":{"rendered":"https:\/\/kawaruconsulting.com\/kpis-ventas\/"},"modified":"2023-12-15T13:11:08","modified_gmt":"2023-12-15T12:11:08","slug":"kpis-vendes","status":"publish","type":"post","link":"https:\/\/kawaruconsulting.com\/ca\/kpis-ventas\/","title":{"rendered":"KPIs de vendes: descobreix quins s\u00f3n els millors"},"content":{"rendered":"

<\/p>\n

Els KPIs de vendes<\/b><\/i> s\u00f3n fonamentals perqu\u00e8 les empreses gestionen correctament els resultats. Vols saber quines s\u00f3n les m\u00e9s importants? Aqu\u00ed te les descrivim\u2026<\/p>\n

Els millors KPIs de vendes per a empreses<\/h2>\n

Un KPI de vendes<\/b>, com indicador d'exercici<\/b>, permet saber si est\u00e0s fent b\u00e9 la teva feina. Dins aquesta categoria, existeixen els lagging KPIs<\/b>, m\u00e9s globals, i els leading KPIs<\/b>, m\u00e9s espec\u00edfics.<\/p>\n

Quan es tra\u00e7a una estrat\u00e8gia de vendes o, simplement, un nou pla de negoci i transformaci\u00f3 digital<\/a>, \u00e9s imprescindible tenir unes refer\u00e8ncies. I, precisament, els KPIs, com a indicadors, proporcionen aquesta informaci\u00f3 que serveix per prendre decisions. Si ens volem enfocar en les vendes, hi ha unes m\u00e8triques espec\u00edfiques, que s\u00f3n aquestes:\u00a0<\/p>\n

1. KPIs de vendes: ingressos bruts<\/h3>\n

La taxa d'ingressos bruts<\/b> \u00e9s l'indicador m\u00e9s global que existeix, per\u00f2 serveix per saber si se n'est\u00e0 venent la quantitat suficient o no. I serveix per tota mena d'empreses<\/b> per igual, incloent, \u00e9s clar, les tecnol\u00f2giques. En definitiva, s\u00f3n dades pures i dures de quant factures.\u00a0<\/p>\n

2. Taxa de conversi\u00f3<\/h3>\n

La taxa de conversi\u00f3 \u00e9s un KPI<\/b> que s'aplica en relaci\u00f3 amb els\u00a0leads<\/a> que es generen. Aix\u00f2 \u00e9s especialment rellevant en empreses tecnol\u00f2giques o en venda en l\u00ednia. Per qu\u00e8? Perqu\u00e8 permet posar sobre la taula tres q\u00fcestions:<\/p>\n

    \n
  1. La efici\u00e8ncia de la nostra estrat\u00e8gia <\/b>al embut de vendes<\/a>. Conv\u00e9 veure si s'est\u00e0 desenvolupant de la manera correcta o si hi ha alguna part t\u00e8cnica que falla. Especialment rellevant per veure si hi ha errors a la web o al sistema d'informaci\u00f3.\u00a0<\/li>\n
  2. El exercici de comercials i venedors<\/b>. Moltes vegades, hi ha una part del contacte amb el client que \u00e9s personal, i es pot comprovar quin \u00e9s el canvi. Conv\u00e9 tenir-ho en compte, ja que aqu\u00ed cal veure si el capital hum\u00e0 de la companyia est\u00e0 rendint com s'espera.\u00a0<\/li>\n
  3. Si els leads que es generen s\u00f3n de qualitat<\/b>. \u00c9s possible que l'estrat\u00e8gia dins de l'embut de venda sigui adequada, per\u00f2 que els leads que arribin no siguin susceptibles de generar vendes.\u00a0<\/li>\n<\/ol>\n

    En conseq\u00fc\u00e8ncia, aquesta s\u00ed que \u00e9s una m\u00e8trica que s'hauria de cuidar i tenir present. Al capdavall, si es generen molts leads, per\u00f2 amb prou feines es ven, \u00e9s que alguna cosa no funciona b\u00e9.\u00a0<\/p>\n

    3. Activitat de vendes<\/h3>\n

    La activitat de vendes<\/b> \u00e9s una m\u00e8trica que es pot aplicar, b\u00e9 per a l'empresa en global, b\u00e9 per a un comercial o representant de la mateixa. El concepte, en qualsevol cas, \u00e9s el de mesurar el nombre de vendes <\/b>en un temps determinat<\/b>, que pot ser una setmana, un mes o un trimestre. A ning\u00fa se li escapa que, amb aquestes dades,\u00a0<\/p>\n

    4. Ingressos mensuals recurrents (MRR)<\/h3>\n

    Els ingressos mensuals recurrents<\/b> \u00e9s una m\u00e8trica especialment interessant per a les empreses tech. La ra\u00f3? Que, en molts casos, ofereixen serveis per subscripci\u00f3, el rendiment mensual dels quals \u00e9s fix. Per tant, la m\u00e8trica MRR et permetr\u00e0 saber quin \u00e9s el nivell d'ingressos fixos\u00ab <\/b>que rebr\u00e0s cada mes<\/b>. I aix\u00f2, \u00f2bviament, us ajudar\u00e0 a gestionar millor.\u00a0<\/p>\n

    5. Quota de mercat<\/h3>\n

    La quota de mercat <\/b>\u00e9s un altre indicador altament interessant, sobretot perqu\u00e8 serveix de comparativa<\/b> amb els nostres competidors<\/b>. Aqu\u00ed es busca comprovar<\/b> quina \u00e9s la nostra posici\u00f3 en termes quantitatius<\/b> pel que fa a un determinat mercat<\/b>. I, per regla general, s'expressar\u00e0 en termes percentuals. Per tenir una imatge completa, \u00e9s convenient con\u00e8ixer la quota de mercat<\/a> dels competidors.\u00a0<\/p>\n

    6. Ingr\u00e9s mitj\u00e0 per client<\/h3>\n

    Calcular quant pot aportar cada client<\/b> \u00e9s igualment important. I aix\u00f2 es pot fer en relaci\u00f3 al cicle de vida<\/a> (Valor de Vida del Client) o durant un per\u00edode determinat de temps<\/b>. Sigui com sigui, \u00e9s bo saber-ho per adre\u00e7ar els esfor\u00e7os d'adquisici\u00f3 i de retenci\u00f3. Al final, aix\u00f2 \u00e9s una cosa que marca la difer\u00e8ncia i que ens permet optimitzar els recursos.\u00a0<\/p>\n

    7. Cost d'adquisici\u00f3 del client (CAC)<\/h3>\n

    El cost d'adquisici\u00f3 del client (CAC)<\/b> \u00e9s una m\u00e8trica indirecta de vendes, per\u00f2 que tamb\u00e9 cal tenir en compte. Ens parla de quin \u00e9s el cost monetari <\/b>directe que implica la adquisici\u00f3 d'un client<\/b>, i aix\u00f2 es pot mesurar en temps o en diners, que s\u00f3n variables tangibles. En general, la retenci\u00f3 \u00e9s molt m\u00e9s rendible que la captaci\u00f3<\/a>, per\u00f2 aix\u00f2 cal comprovar-ho.\u00a0<\/p>\n

    8. Vendes up-sell i cross-sell<\/h3>\n

    Les vendes up-sell i cross-sell <\/b>s\u00f3n altres elements interessants a l'hora de gestionar la pol\u00edtica comercial. En aquest cas, es posa el focus als productes o articles que s'han venut als teus clients a trav\u00e9s de gammes millors o de la venda creuada. I aix\u00f2 \u00e9s important, tenint en compte que algunes empreses tecnol\u00f2giques<\/b> tenen diverses gammes de serveis<\/b> o fins i tot serveis que s\u00f3n complementaris<\/b>. Si es tracta d'augmentar el tiquet mitj\u00e0 del client, con\u00e8ixer aquesta r\u00e0tio \u00e9s fonamental.\u00a0<\/p>\n

    En resum\u2026<\/h2>\n

    Els KPIs de vendes<\/b><\/i> s\u00f3n un aliat per prendre decisions, fer canvis estrat\u00e8gics o validar que tot funciona correctament. Necessites donar un nou enfocament o redefinir la teva estrat\u00e8gia empresarial? A Kawaru Consulting<\/a> t'hi ajudem. \u00a1\u00a1Contacta'ns<\/a> i parlem!<\/p>","protected":false},"excerpt":{"rendered":"

    Los KPIs de ventas son fundamentales para que las empresas gestionan correctamente sus resultados. \u00bfQuieres saber cu\u00e1les son las m\u00e1s importantes? Aqu\u00ed te las describimos… Los mejores KPIs de ventas para empresas Un KPI de ventas, como indicador de desempe\u00f1o, permite saber si est\u00e1s haciendo bien tu trabajo. Dentro de esta categor\u00eda, existen los lagging […]<\/p>\n","protected":false},"author":1,"featured_media":371406,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[35],"tags":[47],"class_list":["post-371405","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-conectividad","tag-kpis-de-ventas"],"acf":[],"yoast_head":"\n\u27a2 KPIS de VENTAS, cu\u00e1les son los MEJORES del mercado<\/title>\n<meta name=\"description\" content=\"\u27a2 Los KPIS de VENTAS te permiten tener una idea exacta de la evoluci\u00f3n de tu negocio. \u27a2 \u00a1Conoce los m\u00e1s importantes!\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/kawaruconsulting.com\/ca\/kpis-vendes\/\" \/>\n<meta property=\"og:locale\" content=\"ca_ES\" \/>\n<meta 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