Commercial KPI & Performance Management

Tentang Program

KPI sering terlalu banyak, saling bertentangan, atau hanya mengukur hasil akhir. Program menyeimbangkan revenue, margin, customer, funnel, productivity, dan capability indicators. Peserta membangun KPI tree serta performance review pack dari kasus unitnya.

Business Challenges

• KPI terlalu banyak atau hanya mengukur hasil akhir sehingga tidak membantu tim mengubah kinerja.
• Hubungan antara strategic objective, value driver, behavior, leading indicator, dan outcome belum jelas.
• Formula, baseline, target, threshold, owner, dan data source belum didefinisikan konsisten.
• Performance review berhenti pada penjelasan deviasi tanpa root cause, countermeasure, dan follow-up.

Learning Outcomes

• Membangun KPI driver tree yang menghubungkan strategi, aktivitas pengungkit, dan business outcome.
• Menyusun KPI dictionary berisi formula, unit, frequency, owner, source, baseline, target, dan guardrail.
• Mendesain dashboard yang menampilkan trend, variance, contribution, exception, dan diagnostic question.
• Menjalankan performance dialogue serta corrective action dengan owner, due date, dan expected impact.

Learning Modules

1. Strategy & KPI Architecture — Peserta menerjemahkan strategic objective menjadi value driver, critical behavior, leading indicator, lagging outcome, dan guardrail. Output: KPI driver tree.
2. Strategy & KPI Architecture — Peserta menerjemahkan strategic objective menjadi value driver, critical behavior, leading indicator, lagging outcome, dan guardrail. Output: KPI driver tree.
3. Metric & Target Design — Peserta menetapkan formula, unit, frequency, owner, data source, baseline, target, threshold, dan anti-gaming rule. Output: KPI dictionary.
4. Metric & Target Design — Peserta menetapkan formula, unit, frequency, owner, data source, baseline, target, threshold, dan anti-gaming rule. Output: KPI dictionary.
5. Dashboard & Performance Review — Peserta memilih visual, variance, trend, segmentation, commentary, dan diagnostic question. Output: management dashboard wireframe.
6. Dashboard & Performance Review — Peserta memilih visual, variance, trend, segmentation, commentary, dan diagnostic question. Output: management dashboard wireframe.
7. Corrective Action & Accountability — Peserta menggunakan root-cause logic, countermeasure, owner, due date, expected impact, dan follow-up. Output: performance action tracker.
8. Corrective Action & Accountability — Peserta menggunakan root-cause logic, countermeasure, owner, due date, expected impact, dan follow-up. Output: performance action tracker.

Target Participants

Sales Executive, Account Manager, Business Development, Sales Supervisor, Commercial Manager