KPI - nchiani ichi pakugulitsa ndi momwe mungawerengere?

Pa malonda, abwana nthawi zambiri amagwiritsa ntchito mawu ofotokoza "KPI"; chomwe chiri, ine ndikufuna kumvetsa ndi wamba wamba mumsewu. Chofunika cha lingaliroli ndikuti zolinga zonse za bungwe zingagawidwe m'magulu. Zolingazi zimaperekedwa kwa antchito mwa mawonekedwe ena - mapulani, ntchito.

Kodi KPI ndi chiyani?

KPI - izi ndizo zizindikiro zazikulu za kayendetsedwe ka kampani / makampani, kuwathandiza kukwaniritsa zolinga zake . Kutanthauziridwa kuchokera ku Chingerezi, kutanthauzira uku kumatanthawuza zizindikiro zazikulu zoyendetsera ntchito, ndipo nthawi zambiri mu Russian amatembenuzidwa ngati "KPI" - zizindikiro zogwira ntchito, zomwe siziri zoona, chifukwa chakuti mawu a Chingerezi ogwira ntchito, kuphatikizapo kuyenerera, amatanthauzanso ntchito.

KPI - ndi chiyani m'mawu osavuta? Gulu lililonse liri ndi mayunitsi, omwe amathetsa ntchitozi kapena zina. Mwachitsanzo, wotsogolera amachita chidwi kwambiri ndi ndalama za kampaniyo, compactant - molondola pa mapepala a kampaniyo, mtsogoleri wa dipatimenti yogulitsa malonda - m'malipiro othandizira. Zonsezi, zasonkhanitsidwa palimodzi ndikuyimira zizindikiro za kampani zogwira ntchito komanso zogwira mtima.

Kodi KPI ndi chiani pa malonda?

Zizindikiro zazikulu zogwirira ntchito malonda ndi zosiyana pa khama lililonse ndipo zigawidwa molingana ndi siteji ya chitukuko chake ndi ntchito yake:

• pogulitsa malonda: malonda, malonda, maulendo ogulitsa ndi malonda enieni (izi zimayesedwa mwa magawo ndipo amawerengedwa kwa nthawi inayake, mwachitsanzo, kotala);
• pazitsulo zopindulitsa (kampani ikufuna kukwaniritsa phindu linalake mtsogolo);
• potsatsa malonda atsopano (pano pali mapulani a magulu ena a katundu wa kampani);
• kuti akope makasitomala atsopano (ngati malonda akugwera pansi, ndiye kuti zidzakhala zomveka kukopa makasitomala atsopano, kapena kugwira ntchito ndi gulu latsopano la makasitomala, chitukuko cha msika watsopano).

KPI - "chifukwa" ndi "motsutsana"

Zizindikiro za KPI zili ndi othandizira awo komanso otsutsa. Timapereka zifukwa zingapo zonsezi. Zotsatira za dongosolo lomwe mukuliganizira ndi izi:

• Chotsani zomangika kwa antchito wamba;
• kulimbikitsa mgwirizano wa mgwirizano mu bungwe;
• kuchepetsa kapena kuthetsa kwathunthu kudzipereka kwa otsogolera;
• njira yowonjezera yogwira ntchito kwa ogwira ntchito;
• zolinga zowonongeka bwino, zotsatira zotsatila;
• Kukhoza kusintha ntchito za antchito ndi zotsatira zoipa za ntchito yawo.

Ponena za zochepetsera za lingaliro la KPI, ndizo zotsatirazi:

• popeza zowerengera zowerengera zili zosiyana, kuyesa kungakhale kosakondera;
• Zizindikiro zazikulu zogwira ntchito nthawi zina zimangokhala zokhazokha ndi njira zowunika mu malonda, osakwanira;
• mtengo wapatali wogwiritsira ntchito ndondomeko zoterezi, ndondomeko zowonetsera ndalama zowonjezera kwa otsogolera, koma osati ogwira ntchito onse amaphunzitsidwa bwino kuti awerengere zofunikirazo.

Mitundu ya KPIs

Njira ya KPI imagawidwa m'magulu angapo otsatirawa:

1. Zolinga : zikuwonetsani momwe zilili pafupi kuti mukwanilitse cholinga cha malonda.
2. Ndondomekoyi : izi ndizothandiza kwambiri momwe ntchitoyi ikugwiritsire ntchito, amathandizira kuyesa ntchito za bungwe ndipo, pakupezeka zolakwika, akukonzekera njirayo mosiyana.
3. Pulojekiti : Iwo akukonzekera ntchito zinazake ndikuwonetseratu ngati ntchito yokonzekera ikuchitika mu kampani yonseyo.
4. Kunja : zikuwonetsani zomwe zili pamsika ponseponse; antchito sangasinthe malingaliro awo.

Momwe mungawerengere KPI?

Zizindikiro zogwira ntchito za KPI zikhoza kuwerengedwera pamagulu angapo:

1. Chisankho cha KPI (kuyambira atatu mpaka asanu), mwachitsanzo: chiwerengero cha makasitomala atsopano; chiwerengero cha kugula chinachitidwa kawiri kapena kuposa; ndemanga kuchokera kwa makasitomala oyamikira
2. Kuwerengera kulemera kwake kwa chizindikiro chilichonse chosankhidwa ndi chiwerengero cha chinthu chimodzi (mwachitsanzo, 0,5 kwa makasitomala okhudzidwa, 0.25 kwa ndemanga pa siteti).
3. Kusonkhanitsa ndi kusanthula chiwerengero cha nyengo yosankhidwa (kotala, chaka).
4. Kukonzekera ndondomeko yowonjezera chikhalidwe chosankhidwa pa nthawi yosankhidwa.
5. Pambuyo pa kutha kwa nthawi - chiwerengero cha coefficient of effectiveness (kuyerekeza cholinga ndi chenicheni).

Zizindikiro zazikulu za ntchito - mabuku

Ndondomeko ya zizindikiro zazikulu zogwira ntchito ikufotokozedwa muzinthu zochuluka zapakhomo ndi zochokera kunja zomwe ziyankha funsolo. KPI - ndi chiyani?

1. Kulagin O. (2016) "Kulamulira ndi zolinga. Zinsinsi za teknoloji ya KPI " - buku latsopano, zitsanzo zambiri ndi zolemba zamaphunziro.
2. Kutlaliev A., Popov A. (2005) "Kugwiritsa Ntchito Malonda" ndi buku lakale koma lolembedwa bwino kwambiri.
3. Wayne W. Eckerson (2006) "Ma bolodi a bolodi ngati gawo lolamulira" ndi buku lolembetsa mosavuta ndi zitsanzo zambiri zomwe zikufotokozera zomwe KPI ili.