PHASE 14: PRICE KPIs

Track the right metrics to ensure your pricing strategy is successful.

 

Having invested the time in setting up pricing strategy, you need to ensure that it is working. Price strategies touch all parts of the organization. The impact, positive or negative, can be hidden. You must launch your new pricing strategy with clarity on the KPIs that will show points of success and failure. How you will calculate, baseline these metrics, and who will provide the underlying data must be defined. Only then can you track performance, and know when corrective measures are required.

Rapid Diagnostic

1. You have defined KPIs for pricing.

2. You calculate pricing performance metrics on a continued basis (ASP, discount rates, margin, quote prices, win rates, retention rates, etc.).

3. These metrics are calculated at least quarterly.

4. You further segment these metrics by one or more of the following: industry, company size, deal size, region, manager, and seller.

5. There is a single individual or department responsible for collating these metrics.

6. There is a consolidated formal dashboard or report compiled to display all your pricing metrics.

7. Your KPIs are shared among executives and the CEO.

8. These metrics are utilized to inform changes to sales compensation.

9. These metrics are utilized regularly to update your pricing strategy.

10. Corrective actions are put in place to react to negatively trending metrics.

Deliverables

• KPI Assessment

• KPI Identification

• KPI Calculation

• KPI Tracking

• KPI Dashboards

• KPI Operating Manual

INDUSTRY
STRATEGY AREA
CONTENT TYPE
Company Self-Evaluation Tool
August 21 2019
Company Self-Evaluation Tool
VIEW
Inside Sales Sniff-Test
August 19 2019
Inside Sales Sniff-Test
VIEW
Customer Experience Interlock Tool
August 13 2019
Customer Experience Interlock Tool
VIEW
previous
1 of 128
right
Loading...
Pricing Strategy
5 Reasons Why Your Pricing Vendor Needs Sales Expertise
Driving effective cross-functional interlocks is a best practice for B2B organizations looking to accelerate revenue growth. However, one interlock that often gets overlooked in go-to-market transformations is the relationship between Sales and Pricing. Too often, Sales views Pricing as a...
Read More
Pricing Strategy
If You Have No Problem with Generating Revenue, You May Have a Pricing Opportunity
Are you growing faster than your competitors?  Have you started the year off blowing out your plan?  If you answer yes, congrats, you have a good “problem” on your hands.   What CEO doesn’t want to grow even faster? It gets the...
Read More
Pricing Strategy
Gain a Competitive Edge Through a Successful Pricing Strategy
Do you know who your competitors are? What makes them a competitor? Why do buyers choose their product over your own? Buyer perception is everything. By understanding and influencing buyer perception, you can increase the willingness to pay and capture...
Read More
Pricing Strategy
Why Is Versioning so Important to an Effective B2B Pricing Strategy?
If you are a CFO or a PE Firm thinking about buying a company whose product has a low fixed and high variable cost (i.e., software),  this is important to you.  Why, because when you are looking at investments, price...
Read More

Stay up to date with our latest insights, benchmarks, strategies & more

CREATE AN ACCOUNT

Join our team of passionate professionals and find your full potential

ALL OPEN POSITIONS