{"id":53017,"date":"2026-08-14T16:24:55","date_gmt":"2026-08-14T09:24:55","guid":{"rendered":"https:\/\/lacviet.vn\/?p=53017"},"modified":"2026-08-14T17:21:33","modified_gmt":"2026-08-14T10:21:33","slug":"mau-kpi-cho-nhan-vien-sales","status":"publish","type":"post","link":"https:\/\/lacviet.vn\/en\/mau-kpi-cho-nhan-vien-sales\/","title":{"rendered":"M\u1eabu KPI cho Nh\u00e2n vi\u00ean Sales m\u1edbi nh\u1ea5t 2026 | 12 KPI + File tham kh\u1ea3o"},"content":{"rendered":"

M\u1eabu KPI cho nh\u00e2n vi\u00ean Sales<\/strong> l\u00e0 t\u1eadp h\u1ee3p c\u00e1c ch\u1ec9 s\u1ed1 gi\u00fap doanh nghi\u1ec7p \u0111o l\u01b0\u1eddng hi\u1ec7u qu\u1ea3 l\u00e0m vi\u1ec7c c\u1ee7a \u0111\u1ed9i ng\u0169 kinh doanh d\u1ef1a tr\u00ean m\u1ee5c ti\u00eau c\u1ee5 th\u1ec3 nh\u01b0 doanh thu, s\u1ed1 l\u01b0\u1ee3ng kh\u00e1ch h\u00e0ng m\u1edbi, t\u1ef7 l\u1ec7 chuy\u1ec3n \u0111\u1ed5i, t\u1ef7 l\u1ec7 gi\u1eef ch\u00e2n kh\u00e1ch h\u00e0ng v\u00e0 kh\u1ea3 n\u0103ng thu h\u1ed3i c\u00f4ng n\u1ee3. Vi\u1ec7c x\u00e2y d\u1ef1ng KPI cho nh\u00e2n vi\u00ean kinh doanh khoa h\u1ecdc kh\u00f4ng ch\u1ec9 gi\u00fap \u0111\u00e1nh gi\u00e1 hi\u1ec7u su\u1ea5t minh b\u1ea1ch m\u00e0 c\u00f2n l\u00e0 c\u01a1 s\u1edf \u0111\u1ec3 t\u00ednh l\u01b0\u01a1ng th\u01b0\u1edfng, \u0111\u00e0o t\u1ea1o n\u00e2ng cao n\u0103ng su\u1ea5t b\u00e1n h\u00e0ng.<\/p>\n

Trong b\u00e0i vi\u1ebft n\u00e0y, L\u1ea1c Vi\u1ec7t<\/a> s\u1ebd gi\u00fap b\u1ea1n s\u1ebd \u0111\u01b0\u1ee3c t\u00ecm hi\u1ec3u kh\u00e1i ni\u1ec7m KPI cho nh\u00e2n vi\u00ean kinh doanh, tham kh\u1ea3o c\u00e1c m\u1eabu \u0111\u00e1nh gi\u00e1 KPI cho nh\u00e2n vi\u00ean kinh doanh theo t\u1eebng v\u1ecb tr\u00ed ph\u1ed5 bi\u1ebfn, h\u01b0\u1edbng d\u1eabn x\u00e2y d\u1ef1ng KPI t\u1eeb A-Z v\u00e0 nh\u1eefng l\u01b0u \u00fd quan tr\u1ecdng \u0111\u1ec3 tri\u1ec3n khai hi\u1ec7u qu\u1ea3.<\/p>\n

1. KPI cho nh\u00e2n vi\u00ean Sales l\u00e0 g\u00ec?<\/h2>\n

KPI cho nh\u00e2n vi\u00ean Sales l\u00e0 h\u1ec7 th\u1ed1ng c\u00e1c ch\u1ec9 s\u1ed1 \u0111o l\u01b0\u1eddng m\u1ee9c \u0111\u1ed9 ho\u00e0n th\u00e0nh c\u00f4ng vi\u1ec7c c\u1ee7a nh\u00e2n vi\u00ean kinh doanh d\u1ef1a tr\u00ean nh\u1eefng m\u1ee5c ti\u00eau c\u1ee5 th\u1ec3 m\u00e0 doanh nghi\u1ec7p \u0111\u1eb7t ra. Thay v\u00ec ch\u1ec9 nh\u00ecn v\u00e0o doanh s\u1ed1 cu\u1ed1i th\u00e1ng, KPI gi\u00fap \u0111\u00e1nh gi\u00e1 to\u00e0n di\u1ec7n hi\u1ec7u qu\u1ea3 b\u00e1n h\u00e0ng th\u00f4ng qua nhi\u1ec1u kh\u00eda c\u1ea1nh nh\u01b0 s\u1ed1 l\u01b0\u1ee3ng kh\u00e1ch h\u00e0ng m\u1edbi, t\u1ef7 l\u1ec7 chuy\u1ec3n \u0111\u1ed5i, t\u1ef7 l\u1ec7 gi\u1eef ch\u00e2n kh\u00e1ch h\u00e0ng, doanh thu mang v\u1ec1 hay kh\u1ea3 n\u0103ng thu h\u1ed3i c\u00f4ng n\u1ee3.<\/p>\n

V\u00ed d\u1ee5, m\u1ed9t nh\u00e2n vi\u00ean \u0111\u1ea1t doanh thu 1 t\u1ef7 \u0111\u1ed3ng trong th\u00e1ng nh\u01b0ng ph\u1ea3i chi\u1ebft kh\u1ea5u qu\u00e1 cao ho\u1eb7c m\u1ea5t nhi\u1ec1u th\u1eddi gian \u0111\u1ec3 ch\u1ed1t \u0111\u01a1n ch\u01b0a ch\u1eafc \u0111\u01b0\u1ee3c \u0111\u00e1nh gi\u00e1 hi\u1ec7u qu\u1ea3 b\u1eb1ng m\u1ed9t nh\u00e2n vi\u00ean kh\u00e1c c\u00f3 doanh thu th\u1ea5p h\u01a1n nh\u01b0ng duy tr\u00ec t\u1ef7 l\u1ec7 chuy\u1ec3n \u0111\u1ed5i cao, t\u1ef7 l\u1ec7 kh\u00e1ch h\u00e0ng quay l\u1ea1i t\u1ed1t v\u00e0 l\u1ee3i nhu\u1eadn mang v\u1ec1 l\u1edbn h\u01a1n. V\u00ec v\u1eady, KPI kh\u00f4ng ch\u1ec9 ph\u1ea3n \u00e1nh “b\u00e1n \u0111\u01b0\u1ee3c bao nhi\u00eau” m\u00e0 c\u00f2n cho th\u1ea5y “b\u00e1n h\u00e0ng hi\u1ec7u qu\u1ea3 \u0111\u1ebfn m\u1ee9c n\u00e0o”.<\/p>\n

\u0110\u1ed1i v\u1edbi ph\u00f2ng nh\u00e2n s\u1ef1, vi\u1ec7c x\u00e2y d\u1ef1ng KPI cho nh\u00e2n vi\u00ean kinh doanh c\u00f2n gi\u00fap chu\u1ea9n h\u00f3a ti\u00eau ch\u00ed \u0111\u00e1nh gi\u00e1 gi\u1eefa c\u00e1c nh\u00e2n vi\u00ean, h\u1ea1n ch\u1ebf s\u1ef1 c\u1ea3m t\u00ednh khi x\u00e9t th\u01b0\u1edfng, t\u0103ng l\u01b0\u01a1ng ho\u1eb7c \u0111\u1ec1 b\u1ea1t. \u0110\u1ed3ng th\u1eddi, d\u1eef li\u1ec7u KPI \u0111\u01b0\u1ee3c theo d\u00f5i li\u00ean t\u1ee5c c\u0169ng gi\u00fap doanh nghi\u1ec7p ph\u00e1t hi\u1ec7n s\u1edbm nh\u1eefng \u0111i\u1ec3m ngh\u1ebdn trong quy tr\u00ecnh b\u00e1n h\u00e0ng \u0111\u1ec3 c\u00f3 k\u1ebf ho\u1ea1ch \u0111\u00e0o t\u1ea1o ho\u1eb7c \u0111i\u1ec1u ch\u1ec9nh m\u1ee5c ti\u00eau ph\u00f9 h\u1ee3p.<\/p>\n

2. C\u00e1c ch\u1ec9 s\u1ed1 KPI cho nh\u00e2n vi\u00ean Sales theo t\u1eebng nh\u00f3m ch\u1ec9 ti\u00eau<\/h2>\n

Thay v\u00ec ch\u1ec9 x\u00e2y d\u1ef1ng m\u1ed9t m\u1eabu KPI cho nh\u00e2n vi\u00ean kinh doanh d\u1ef1a tr\u00ean doanh s\u1ed1, n\u00ean k\u1ebft h\u1ee3p nhi\u1ec1u nh\u00f3m ch\u1ec9 ti\u00eau \u0111\u1ec3 ph\u1ea3n \u00e1nh \u0111\u1ea7y \u0111\u1ee7 hi\u1ec7u qu\u1ea3 l\u00e0m vi\u1ec7c. C\u00e1ch ti\u1ebfp c\u1eadn n\u00e0y gi\u00fap \u0111\u00e1nh gi\u00e1 kh\u00e1ch quan h\u01a1n, \u0111\u1ed3ng th\u1eddi t\u1ea1o \u0111\u1ed9ng l\u1ef1c \u0111\u1ec3 nh\u00e2n vi\u00ean c\u1ea3i thi\u1ec7n c\u1ea3 k\u1ebft qu\u1ea3 \u0111\u1ea7u ra l\u1eabn ch\u1ea5t l\u01b0\u1ee3ng c\u1ee7a qu\u00e1 tr\u00ecnh b\u00e1n h\u00e0ng.<\/p>\n

2.1 KPI doanh thu<\/h3>\n

Doanh thu v\u1eabn l\u00e0 nh\u00f3m KPI quan tr\u1ecdng nh\u1ea5t trong h\u1ea7u h\u1ebft c\u00e1c m\u1eabu KPI cho nh\u00e2n vi\u00ean b\u00e1n h\u00e0ng, b\u1edfi \u0111\u00e2y l\u00e0 ch\u1ec9 s\u1ed1 ph\u1ea3n \u00e1nh tr\u1ef1c ti\u1ebfp kh\u1ea3 n\u0103ng t\u1ea1o ra gi\u00e1 tr\u1ecb cho doanh nghi\u1ec7p. Tuy nhi\u00ean, doanh thu n\u00ean \u0111\u01b0\u1ee3c xem l\u00e0 k\u1ebft qu\u1ea3 cu\u1ed1i c\u00f9ng c\u1ee7a nhi\u1ec1u ho\u1ea1t \u0111\u1ed9ng b\u00e1n h\u00e0ng ch\u1ee9 kh\u00f4ng ph\u1ea3i l\u00e0 ti\u00eau ch\u00ed duy nh\u1ea5t.<\/p>\n

T\u00f9y theo m\u1ee5c ti\u00eau qu\u1ea3n tr\u1ecb, doanh nghi\u1ec7p c\u00f3 th\u1ec3 giao doanh thu theo th\u00e1ng, qu\u00fd ho\u1eb7c n\u0103m. Ngo\u00e0i doanh thu tuy\u1ec7t \u0111\u1ed1i, nhi\u1ec1u doanh nghi\u1ec7p c\u00f2n s\u1eed d\u1ee5ng t\u1ef7 l\u1ec7 ho\u00e0n th\u00e0nh doanh thu so v\u1edbi k\u1ebf ho\u1ea1ch \u0111\u1ec3 t\u1ea1o s\u1ef1 c\u00f4ng b\u1eb1ng gi\u1eefa c\u00e1c nh\u00e2n vi\u00ean ho\u1eb7c gi\u1eefa c\u00e1c khu v\u1ef1c kinh doanh.<\/p>\n\n\n\n\n\n\n
KPI<\/td>\nC\u00f4ng th\u1ee9c<\/td>\nTr\u1ecdng s\u1ed1 tham kh\u1ea3o<\/td>\n<\/tr>\n
Doanh thu th\u00e1ng<\/td>\nDoanh thu th\u1ef1c t\u1ebf\/Doanh thu m\u1ee5c ti\u00eau \u00d7 100%<\/td>\n35\u201350%<\/td>\n<\/tr>\n
Doanh thu qu\u00fd<\/td>\nDoanh thu qu\u00fd th\u1ef1c t\u1ebf\/Doanh thu qu\u00fd m\u1ee5c ti\u00eau \u00d7 100%<\/td>\n40\u201360%<\/td>\n<\/tr>\n
T\u0103ng tr\u01b0\u1edfng doanh thu<\/td>\n(Doanh thu k\u1ef3 n\u00e0y \u2013 k\u1ef3 tr\u01b0\u1edbc)\/Doanh thu k\u1ef3 tr\u01b0\u1edbc \u00d7 100%<\/td>\n10\u201320%<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n

2.2 KPI kh\u00e1ch h\u00e0ng m\u1edbi<\/h3>\n

N\u1ebfu doanh thu ph\u1ea3n \u00e1nh k\u1ebft qu\u1ea3 cu\u1ed1i c\u00f9ng th\u00ec s\u1ed1 l\u01b0\u1ee3ng kh\u00e1ch h\u00e0ng m\u1edbi cho th\u1ea5y kh\u1ea3 n\u0103ng m\u1edf r\u1ed9ng th\u1ecb tr\u01b0\u1eddng c\u1ee7a \u0111\u1ed9i ng\u0169 b\u00e1n h\u00e0ng. \u0110\u00e2y l\u00e0 nh\u00f3m KPI \u0111\u1eb7c bi\u1ec7t quan tr\u1ecdng v\u1edbi doanh nghi\u1ec7p \u0111ang trong giai \u0111o\u1ea1n ph\u00e1t tri\u1ec3n ho\u1eb7c m\u1edf r\u1ed9ng t\u1ec7p kh\u00e1ch h\u00e0ng.<\/p>\n

Khi x\u00e2y d\u1ef1ng KPI cho nh\u00e2n vi\u00ean kinh doanh, HR n\u00ean ph\u00e2n bi\u1ec7t gi\u1eefa kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng v\u00e0 kh\u00e1ch h\u00e0ng th\u1ef1c s\u1ef1 mang l\u1ea1i doanh thu. Ch\u1ec9 t\u00ednh s\u1ed1 l\u01b0\u1ee3ng kh\u00e1ch h\u00e0ng m\u1edbi m\u00e0 kh\u00f4ng \u0111\u00e1nh gi\u00e1 ch\u1ea5t l\u01b0\u1ee3ng s\u1ebd khi\u1ebfn nh\u00e2n vi\u00ean t\u1eadp trung v\u00e0o s\u1ed1 l\u01b0\u1ee3ng thay v\u00ec hi\u1ec7u qu\u1ea3.<\/p>\n

M\u1ed9t s\u1ed1 doanh nghi\u1ec7p c\u00f2n b\u1ed5 sung ch\u1ec9 ti\u00eau v\u1ec1 s\u1ed1 l\u01b0\u1ee3ng kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng \u0111\u1ea1t ti\u00eau chu\u1ea9n (Qualified Lead) ho\u1eb7c s\u1ed1 h\u1ee3p \u0111\u1ed3ng m\u1edbi \u0111\u01b0\u1ee3c k\u00fd k\u1ebft \u0111\u1ec3 ph\u1ea3n \u00e1nh \u0111\u00fang ch\u1ea5t l\u01b0\u1ee3ng ho\u1ea1t \u0111\u1ed9ng b\u00e1n h\u00e0ng.<\/p>\n\n\n\n\n\n\n
KPI<\/td>\nC\u00f4ng th\u1ee9c<\/td>\nTr\u1ecdng s\u1ed1 tham kh\u1ea3o<\/td>\n<\/tr>\n
Kh\u00e1ch h\u00e0ng m\u1edbi<\/td>\nT\u1ed5ng s\u1ed1 kh\u00e1ch h\u00e0ng ph\u00e1t sinh trong k\u1ef3<\/td>\n10\u201315%<\/td>\n<\/tr>\n
Qualified Lead<\/td>\nT\u1ed5ng s\u1ed1 kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng \u0111\u1ee7 \u0111i\u1ec1u ki\u1ec7n<\/td>\n5\u201310%<\/td>\n<\/tr>\n
H\u1ee3p \u0111\u1ed3ng m\u1edbi<\/td>\nT\u1ed5ng s\u1ed1 h\u1ee3p \u0111\u1ed3ng k\u00fd th\u00e0nh c\u00f4ng<\/td>\n10\u201315%<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n

2.3 KPI t\u1ef7 l\u1ec7 chuy\u1ec3n \u0111\u1ed5i<\/h3>\n

T\u1ef7 l\u1ec7 chuy\u1ec3n \u0111\u1ed5i gi\u00fap doanh nghi\u1ec7p \u0111\u00e1nh gi\u00e1 hi\u1ec7u qu\u1ea3 c\u1ee7a t\u1eebng giai \u0111o\u1ea1n trong quy tr\u00ecnh b\u00e1n h\u00e0ng. M\u1ed9t nh\u00e2n vi\u00ean c\u00f3 nhi\u1ec1u kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng nh\u01b0ng t\u1ef7 l\u1ec7 chuy\u1ec3n \u0111\u1ed5i th\u1ea5p c\u00f3 th\u1ec3 \u0111ang g\u1eb7p v\u1ea5n \u0111\u1ec1 v\u1ec1 k\u1ef9 n\u0103ng t\u01b0 v\u1ea5n ho\u1eb7c ch\u1ed1t giao d\u1ecbch.<\/p>\n

Theo d\u00f5i ch\u1ec9 s\u1ed1 n\u00e0y gi\u00fap HR v\u00e0 qu\u1ea3n l\u00fd kinh doanh x\u00e1c \u0111\u1ecbnh ch\u00ednh x\u00e1c kh\u00e2u n\u00e0o c\u1ea7n c\u1ea3i thi\u1ec7n thay v\u00ec ch\u1ec9 nh\u00ecn v\u00e0o doanh s\u1ed1 cu\u1ed1i c\u00f9ng.<\/p>\n\n\n\n\n\n\n
KPI<\/td>\nC\u00f4ng th\u1ee9c<\/td>\nTr\u1ecdng s\u1ed1 tham kh\u1ea3o<\/td>\n<\/tr>\n
Lead \u2192 Meeting<\/td>\nS\u1ed1 cu\u1ed9c h\u1eb9n\/S\u1ed1 Lead \u00d7 100%<\/td>\n5\u201310%<\/td>\n<\/tr>\n
Meeting \u2192 B\u00e1o gi\u00e1<\/td>\nB\u00e1o gi\u00e1\/Cu\u1ed9c h\u1eb9n \u00d7 100%<\/td>\n5\u201310%<\/td>\n<\/tr>\n
B\u00e1o gi\u00e1 \u2192 H\u1ee3p \u0111\u1ed3ng<\/td>\nH\u1ee3p \u0111\u1ed3ng\/B\u00e1o gi\u00e1 \u00d7 100%<\/td>\n10\u201315%<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n

2.4 KPI ch\u0103m s\u00f3c kh\u00e1ch h\u00e0ng<\/h3>\n

Trong nhi\u1ec1u ng\u00e0nh ngh\u1ec1, gi\u1eef ch\u00e2n kh\u00e1ch h\u00e0ng c\u0169 th\u01b0\u1eddng c\u00f3 chi ph\u00ed th\u1ea5p h\u01a1n t\u00ecm ki\u1ebfm kh\u00e1ch h\u00e0ng m\u1edbi. V\u00ec v\u1eady, c\u00e1c m\u1eabu \u0111\u00e1nh gi\u00e1 KPI cho nh\u00e2n vi\u00ean kinh doanh hi\u1ec7n nay kh\u00f4ng ch\u1ec9 t\u1eadp trung v\u00e0o b\u00e1n h\u00e0ng m\u00e0 c\u00f2n b\u1ed5 sung c\u00e1c ch\u1ec9 s\u1ed1 li\u00ean quan \u0111\u1ebfn ch\u0103m s\u00f3c kh\u00e1ch h\u00e0ng sau b\u00e1n.<\/p>\n

Doanh nghi\u1ec7p c\u00f3 th\u1ec3 theo d\u00f5i t\u1ef7 l\u1ec7 kh\u00e1ch h\u00e0ng quay l\u1ea1i, t\u1ef7 l\u1ec7 gia h\u1ea1n h\u1ee3p \u0111\u1ed3ng ho\u1eb7c m\u1ee9c \u0111\u1ed9 h\u00e0i l\u00f2ng c\u1ee7a kh\u00e1ch h\u00e0ng (CSAT). \u0110\u1ed1i v\u1edbi doanh nghi\u1ec7p c\u00f3 ch\u01b0\u01a1ng tr\u00ecnh kh\u1ea3o s\u00e1t \u0111\u1ecbnh k\u1ef3, ch\u1ec9 s\u1ed1 NPS (Net Promoter Score) c\u0169ng l\u00e0 th\u01b0\u1edbc \u0111o h\u1eefu \u00edch \u0111\u1ec3 \u0111\u00e1nh gi\u00e1 m\u1ee9c \u0111\u1ed9 s\u1eb5n s\u00e0ng gi\u1edbi thi\u1ec7u doanh nghi\u1ec7p cho ng\u01b0\u1eddi kh\u00e1c.<\/p>\n\n\n\n\n\n\n
KPI<\/td>\nC\u00f4ng th\u1ee9c<\/td>\nTr\u1ecdng s\u1ed1 tham kh\u1ea3o<\/td>\n<\/tr>\n
T\u1ef7 l\u1ec7 kh\u00e1ch h\u00e0ng quay l\u1ea1i<\/td>\nKh\u00e1ch h\u00e0ng mua l\u1ea1i\/T\u1ed5ng kh\u00e1ch h\u00e0ng \u00d7 100%<\/td>\n5\u201310%<\/td>\n<\/tr>\n
CSAT<\/td>\n\u0110i\u1ec3m h\u00e0i l\u00f2ng trung b\u00ecnh c\u1ee7a kh\u00e1ch h\u00e0ng<\/td>\n5%<\/td>\n<\/tr>\n
T\u1ef7 l\u1ec7 gia h\u1ea1n h\u1ee3p \u0111\u1ed3ng<\/td>\nH\u1ee3p \u0111\u1ed3ng gia h\u1ea1n\/T\u1ed5ng h\u1ee3p \u0111\u1ed3ng \u0111\u1ebfn h\u1ea1n \u00d7 100%<\/td>\n5\u201310%<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n

2.5 KPI ho\u1ea1t \u0111\u1ed9ng b\u00e1n h\u00e0ng<\/h3>\n

\u0110\u00e2y l\u00e0 nh\u00f3m KPI \u0111o l\u01b0\u1eddng c\u00e1c ho\u1ea1t \u0111\u1ed9ng h\u1eb1ng ng\u00e0y c\u1ee7a nh\u00e2n vi\u00ean, gi\u00fap doanh nghi\u1ec7p theo d\u00f5i ti\u1ebfn \u0111\u1ed9 ngay c\u1ea3 khi ch\u01b0a ph\u00e1t sinh doanh thu. Nh\u1eefng ch\u1ec9 s\u1ed1 nh\u01b0 s\u1ed1 cu\u1ed9c g\u1ecdi, s\u1ed1 bu\u1ed5i g\u1eb7p kh\u00e1ch h\u00e0ng, s\u1ed1 bu\u1ed5i demo s\u1ea3n ph\u1ea9m hay s\u1ed1 b\u00e1o gi\u00e1 \u0111\u01b0\u1ee3c g\u1eedi s\u1ebd ph\u1ea3n \u00e1nh m\u1ee9c \u0111\u1ed9 ch\u1ee7 \u0111\u1ed9ng c\u1ee7a nh\u00e2n vi\u00ean trong vi\u1ec7c ph\u00e1t tri\u1ec3n c\u01a1 h\u1ed9i b\u00e1n h\u00e0ng.<\/p>\n

Vi\u1ec7c theo d\u00f5i nh\u00f3m KPI n\u00e0y \u0111\u1eb7c bi\u1ec7t h\u1eefu \u00edch \u0111\u1ed1i v\u1edbi nh\u00e2n vi\u00ean m\u1edbi ho\u1eb7c c\u00e1c doanh nghi\u1ec7p c\u00f3 chu k\u1ef3 b\u00e1n h\u00e0ng d\u00e0i. N\u1ebfu ch\u1ec9 \u0111\u00e1nh gi\u00e1 d\u1ef1a tr\u00ean doanh s\u1ed1, doanh nghi\u1ec7p s\u1ebd kh\u00f3 nh\u1eadn bi\u1ebft li\u1ec7u nh\u00e2n vi\u00ean \u0111ang thi\u1ebfu c\u01a1 h\u1ed9i b\u00e1n h\u00e0ng hay \u0111ang g\u1eb7p v\u1ea5n \u0111\u1ec1 trong qu\u00e1 tr\u00ecnh chuy\u1ec3n \u0111\u1ed5i kh\u00e1ch h\u00e0ng.<\/p>\n

2.6 KPI qu\u1ea3n l\u00fd c\u00f4ng n\u1ee3<\/h3>\n

\u1ede nhi\u1ec1u doanh nghi\u1ec7p, \u0111\u1eb7c bi\u1ec7t trong l\u0129nh v\u1ef1c B2B, b\u00e1n \u0111\u01b0\u1ee3c h\u00e0ng ch\u01b0a \u0111\u1ed3ng ngh\u0129a v\u1edbi vi\u1ec7c doanh nghi\u1ec7p \u0111\u00e3 thu \u0111\u01b0\u1ee3c ti\u1ec1n. V\u00ec v\u1eady, nhi\u1ec1u m\u1eabu KPI cho nh\u00e2n vi\u00ean kinh doanh hi\u1ec7n nay b\u1ed5 sung th\u00eam ch\u1ec9 s\u1ed1 qu\u1ea3n l\u00fd c\u00f4ng n\u1ee3 nh\u1eb1m n\u00e2ng cao ch\u1ea5t l\u01b0\u1ee3ng doanh thu.<\/p>\n

Doanh nghi\u1ec7p c\u00f3 th\u1ec3 \u0111\u00e1nh gi\u00e1 d\u1ef1a tr\u00ean t\u1ef7 l\u1ec7 thu h\u1ed3i c\u00f4ng n\u1ee3 \u0111\u00fang h\u1ea1n, s\u1ed1 ng\u00e0y thu ti\u1ec1n b\u00ecnh qu\u00e2n (DSO) ho\u1eb7c t\u1ef7 l\u1ec7 c\u00f4ng n\u1ee3 qu\u00e1 h\u1ea1n. Nh\u00f3m KPI n\u00e0y gi\u00fap h\u1ea1n ch\u1ebf t\u00ecnh tr\u1ea1ng nh\u00e2n vi\u00ean ch\u1ea1y theo doanh s\u1ed1 nh\u01b0ng ph\u00e1t sinh nhi\u1ec1u kho\u1ea3n n\u1ee3 kh\u00f3 thu, \u1ea3nh h\u01b0\u1edfng \u0111\u1ebfn d\u00f2ng ti\u1ec1n c\u1ee7a doanh nghi\u1ec7p.<\/p>\n

2.7 KPI ch\u1ea5t l\u01b0\u1ee3ng d\u1eef li\u1ec7u CRM<\/h3>\n

D\u1eef li\u1ec7u kh\u00e1ch h\u00e0ng \u0111\u1ea7y \u0111\u1ee7 ch\u00ednh x\u00e1c l\u00e0 n\u1ec1n t\u1ea3ng \u0111\u1ec3 doanh nghi\u1ec7p ch\u0103m s\u00f3c kh\u00e1ch h\u00e0ng, ph\u00e2n t\u00edch th\u1ecb tr\u01b0\u1eddng, d\u1ef1 b\u00e1o doanh thu. V\u00ec v\u1eady, nhi\u1ec1u doanh nghi\u1ec7p \u0111\u01b0a vi\u1ec7c c\u1eadp nh\u1eadt d\u1eef li\u1ec7u l\u00ean h\u1ec7 th\u1ed1ng CRM v\u00e0o m\u1eabu \u0111\u00e1nh gi\u00e1 KPI cho nh\u00e2n vi\u00ean kinh doanh.<\/p>\n

C\u00e1c ti\u00eau ch\u00ed th\u01b0\u1eddng \u0111\u01b0\u1ee3c \u0111\u00e1nh gi\u00e1 bao g\u1ed3m m\u1ee9c \u0111\u1ed9 \u0111\u1ea7y \u0111\u1ee7 c\u1ee7a th\u00f4ng tin kh\u00e1ch h\u00e0ng, t\u1ef7 l\u1ec7 c\u1eadp nh\u1eadt \u0111\u00fang th\u1eddi h\u1ea1n, tu\u00e2n th\u1ee7 quy tr\u00ecnh b\u00e1n h\u00e0ng v\u00e0 h\u1ea1n ch\u1ebf tr\u00f9ng l\u1eb7p d\u1eef li\u1ec7u. \u0110i\u1ec1u n\u00e0y gi\u00fap doanh nghi\u1ec7p x\u00e2y d\u1ef1ng kho d\u1eef li\u1ec7u th\u1ed1ng nh\u1ea5t, gi\u1ea3m ph\u1ee5 thu\u1ed9c v\u00e0o t\u1eebng c\u00e1 nh\u00e2n, h\u1ed7 tr\u1ee3 c\u00e1c quy\u1ebft \u0111\u1ecbnh kinh doanh d\u1ef1a tr\u00ean d\u1eef li\u1ec7u.<\/p>\n

2.8 KPI ph\u00e1t tri\u1ec3n n\u0103ng l\u1ef1c<\/h3>\n

Ngo\u00e0i k\u1ebft qu\u1ea3 kinh doanh, doanh nghi\u1ec7p c\u0169ng c\u1ea7n \u0111\u1ea7u t\u01b0 v\u00e0o n\u0103ng l\u1ef1c d\u00e0i h\u1ea1n c\u1ee7a \u0111\u1ed9i ng\u0169 b\u00e1n h\u00e0ng. V\u00ec v\u1eady, nhi\u1ec1u doanh nghi\u1ec7p b\u1ed5 sung nh\u00f3m KPI v\u1ec1 h\u1ecdc t\u1eadp v\u00e0 ph\u00e1t tri\u1ec3n nh\u1eb1m khuy\u1ebfn kh\u00edch nh\u00e2n vi\u00ean kh\u00f4ng ng\u1eebng n\u00e2ng cao chuy\u00ean m\u00f4n.<\/p>\n

Nh\u1eefng ch\u1ec9 s\u1ed1 ph\u1ed5 bi\u1ebfn g\u1ed3m t\u1ef7 l\u1ec7 ho\u00e0n th\u00e0nh ch\u01b0\u01a1ng tr\u00ecnh \u0111\u00e0o t\u1ea1o, s\u1ed1 ch\u1ee9ng ch\u1ec9 chuy\u00ean m\u00f4n \u0111\u1ea1t \u0111\u01b0\u1ee3c, s\u1ed1 bu\u1ed5i chia s\u1ebb kinh nghi\u1ec7m n\u1ed9i b\u1ed9 ho\u1eb7c k\u1ebft qu\u1ea3 \u0111\u00e1nh gi\u00e1 sau \u0111\u00e0o t\u1ea1o. M\u1eb7c d\u00f9 nh\u00f3m KPI n\u00e0y th\u01b0\u1eddng c\u00f3 tr\u1ecdng s\u1ed1 th\u1ea5p h\u01a1n doanh thu nh\u01b0ng l\u1ea1i \u0111\u00f3ng vai tr\u00f2 quan tr\u1ecdng trong vi\u1ec7c x\u00e2y d\u1ef1ng \u0111\u1ed9i ng\u0169 b\u00e1n h\u00e0ng c\u00f3 n\u0103ng l\u1ef1c, th\u00edch \u1ee9ng v\u1edbi s\u1ef1 thay \u0111\u1ed5i c\u1ee7a th\u1ecb tr\u01b0\u1eddng v\u00e0 duy tr\u00ec hi\u1ec7u qu\u1ea3 kinh doanh b\u1ec1n v\u1eefng trong d\u00e0i h\u1ea1n.<\/p>\n

3. M\u1eabu KPI cho t\u1eebng v\u1ecb tr\u00ed kinh doanh \u0111\u1eb7c th\u00f9 theo l\u0129nh v\u1ef1c<\/h2>\n

M\u1eb7c d\u00f9 c\u00f9ng thu\u1ed9c b\u1ed9 ph\u1eadn kinh doanh, m\u1ed7i v\u1ecb tr\u00ed l\u1ea1i c\u00f3 vai tr\u00f2, m\u1ee5c ti\u00eau v\u00e0 quy tr\u00ecnh l\u00e0m vi\u1ec7c kh\u00e1c nhau. V\u00ec v\u1eady, doanh nghi\u1ec7p kh\u00f4ng n\u00ean \u00e1p d\u1ee5ng m\u1ed9t m\u1eabu KPI cho nh\u00e2n vi\u00ean kinh doanh chung cho t\u1ea5t c\u1ea3 c\u00e1c ch\u1ee9c danh. Vi\u1ec7c x\u00e2y d\u1ef1ng KPI theo t\u1eebng v\u1ecb tr\u00ed s\u1ebd gi\u00fap \u0111\u00e1nh gi\u00e1 \u0111\u00fang hi\u1ec7u qu\u1ea3 c\u00f4ng vi\u1ec7c, t\u1ea1o \u0111\u1ed9ng l\u1ef1c cho nh\u00e2n vi\u00ean, \u0111\u1ea3m b\u1ea3o h\u1ec7 th\u1ed1ng l\u01b0\u01a1ng th\u01b0\u1edfng ph\u1ea3n \u00e1nh \u0111\u00fang gi\u00e1 tr\u1ecb m\u00e0 m\u1ed7i c\u00e1 nh\u00e2n mang l\u1ea1i.<\/p>\n

3.1 M\u1eabu KPI nh\u00e2n vi\u00ean Sales B2B<\/h3>\n

Nh\u00e2n vi\u00ean Sales B2B l\u00e0 ng\u01b0\u1eddi b\u00e1n s\u1ea3n ph\u1ea9m ho\u1eb7c d\u1ecbch v\u1ee5 cho doanh nghi\u1ec7p. Quy tr\u00ecnh b\u00e1n h\u00e0ng c\u1ee7a nh\u00f3m n\u00e0y th\u01b0\u1eddng k\u00e9o d\u00e0i t\u1eeb v\u00e0i tu\u1ea7n \u0111\u1ebfn v\u00e0i th\u00e1ng, th\u1eadm ch\u00ed l\u00e2u h\u01a1n \u0111\u1ed1i v\u1edbi c\u00e1c h\u1ee3p \u0111\u1ed3ng c\u00f3 gi\u00e1 tr\u1ecb l\u1edbn. V\u00ec v\u1eady, KPI kh\u00f4ng ch\u1ec9 t\u1eadp trung v\u00e0o doanh thu m\u00e0 c\u1ea7n \u0111\u00e1nh gi\u00e1 c\u1ea3 ch\u1ea5t l\u01b0\u1ee3ng c\u01a1 h\u1ed9i b\u00e1n h\u00e0ng, kh\u1ea3 n\u0103ng qu\u1ea3n l\u00fd t\u1eebng giai \u0111o\u1ea1n c\u1ee7a quy tr\u00ecnh kinh doanh.<\/p>\n

M\u1ed9t m\u1eabu KPI cho nh\u00e2n vi\u00ean kinh doanh B2B th\u01b0\u1eddng k\u1ebft h\u1ee3p nhi\u1ec1u nh\u00f3m ch\u1ec9 ti\u00eau nh\u01b0 doanh thu, s\u1ed1 l\u01b0\u1ee3ng kh\u00e1ch h\u00e0ng doanh nghi\u1ec7p m\u1edbi, t\u1ef7 l\u1ec7 chuy\u1ec3n \u0111\u1ed5i t\u1eeb b\u00e1o gi\u00e1 sang h\u1ee3p \u0111\u1ed3ng, gi\u00e1 tr\u1ecb h\u1ee3p \u0111\u1ed3ng trung b\u00ecnh v\u00e0 t\u1ef7 l\u1ec7 thu h\u1ed3i c\u00f4ng n\u1ee3.<\/p>\n\n\n\n\n\n\n\n\n\n
KPI<\/td>\nTr\u1ecdng s\u1ed1 tham kh\u1ea3o<\/td>\n<\/tr>\n
Doanh thu<\/td>\n40%<\/td>\n<\/tr>\n
Kh\u00e1ch h\u00e0ng doanh nghi\u1ec7p m\u1edbi<\/td>\n15%<\/td>\n<\/tr>\n
T\u1ef7 l\u1ec7 chuy\u1ec3n \u0111\u1ed5i b\u00e1o gi\u00e1 th\u00e0nh h\u1ee3p \u0111\u1ed3ng<\/td>\n15%<\/td>\n<\/tr>\n
Gi\u00e1 tr\u1ecb h\u1ee3p \u0111\u1ed3ng trung b\u00ecnh<\/td>\n10%<\/td>\n<\/tr>\n
Thu h\u1ed3i c\u00f4ng n\u1ee3 \u0111\u00fang h\u1ea1n<\/td>\n10%<\/td>\n<\/tr>\n
Tu\u00e2n th\u1ee7 quy tr\u00ecnh CRM<\/td>\n10%<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n

3.2 M\u1eabu KPI nh\u00e2n vi\u00ean Sales B2C<\/h3>\n

\u0110\u1ed1i v\u1edbi Sales B2C (Business to Consumer), chu k\u1ef3 b\u00e1n h\u00e0ng th\u01b0\u1eddng ng\u1eafn h\u01a1n v\u00e0 s\u1ed1 l\u01b0\u1ee3ng giao d\u1ecbch ph\u00e1t sinh nhi\u1ec1u h\u01a1n. V\u00ec v\u1eady, KPI c\u1ea7n t\u1eadp trung v\u00e0o t\u1ed1c \u0111\u1ed9 b\u00e1n h\u00e0ng, kh\u1ea3 n\u0103ng ph\u1ee5c v\u1ee5 kh\u00e1ch h\u00e0ng, gi\u00e1 tr\u1ecb \u0111\u01a1n h\u00e0ng.<\/p>\n

M\u1ed9t m\u1eabu KPI cho nh\u00e2n vi\u00ean b\u00e1n h\u00e0ng B2C c\u00f3 th\u1ec3 bao g\u1ed3m doanh thu, s\u1ed1 l\u01b0\u1ee3ng \u0111\u01a1n h\u00e0ng, gi\u00e1 tr\u1ecb \u0111\u01a1n h\u00e0ng trung b\u00ecnh, t\u1ef7 l\u1ec7 kh\u00e1ch h\u00e0ng quay l\u1ea1i v\u00e0 m\u1ee9c \u0111\u1ed9 h\u00e0i l\u00f2ng c\u1ee7a kh\u00e1ch h\u00e0ng.<\/p>\n\n\n\n\n\n\n\n\n
KPI<\/td>\nTr\u1ecdng s\u1ed1 tham kh\u1ea3o<\/td>\n<\/tr>\n
Doanh thu<\/td>\n45%<\/td>\n<\/tr>\n
S\u1ed1 l\u01b0\u1ee3ng \u0111\u01a1n h\u00e0ng<\/td>\n20%<\/td>\n<\/tr>\n
Gi\u00e1 tr\u1ecb \u0111\u01a1n h\u00e0ng trung b\u00ecnh<\/td>\n10%<\/td>\n<\/tr>\n
Kh\u00e1ch h\u00e0ng quay l\u1ea1i<\/td>\n15%<\/td>\n<\/tr>\n
M\u1ee9c \u0111\u1ed9 h\u00e0i l\u00f2ng c\u1ee7a kh\u00e1ch h\u00e0ng<\/td>\n10%<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n

Vi\u1ec7c b\u1ed5 sung ch\u1ec9 s\u1ed1 kh\u00e1ch h\u00e0ng quay l\u1ea1i gi\u00fap doanh nghi\u1ec7p tr\u00e1nh t\u00ecnh tr\u1ea1ng nh\u00e2n vi\u00ean ch\u1ec9 t\u1eadp trung b\u00e1n \u0111\u01b0\u1ee3c h\u00e0ng m\u00e0 b\u1ecf qua tr\u1ea3i nghi\u1ec7m sau b\u00e1n. \u0110\u00e2y c\u0169ng l\u00e0 y\u1ebfu t\u1ed1 \u1ea3nh h\u01b0\u1edfng tr\u1ef1c ti\u1ebfp \u0111\u1ebfn doanh thu d\u00e0i h\u1ea1n v\u00e0 uy t\u00edn th\u01b0\u01a1ng hi\u1ec7u.<\/p>\n

3.3 M\u1eabu KPI nh\u00e2n vi\u00ean Telesales<\/h3>\n

Telesales l\u00e0 v\u1ecb tr\u00ed c\u00f3 kh\u1ed1i l\u01b0\u1ee3ng c\u00f4ng vi\u1ec7c l\u1edbn, \u0111\u01b0\u1ee3c \u0111\u00e1nh gi\u00e1 ch\u1ee7 y\u1ebfu th\u00f4ng qua hi\u1ec7u qu\u1ea3 c\u1ee7a t\u1eebng cu\u1ed9c g\u1ecdi. N\u1ebfu ch\u1ec9 \u0111o s\u1ed1 l\u01b0\u1ee3ng cu\u1ed9c g\u1ecdi, doanh nghi\u1ec7p s\u1ebd kh\u00f3 ph\u1ea3n \u00e1nh \u0111\u00fang ch\u1ea5t l\u01b0\u1ee3ng l\u00e0m vi\u1ec7c c\u1ee7a nh\u00e2n vi\u00ean.<\/p>\n

Do \u0111\u00f3, m\u1eabu \u0111\u00e1nh gi\u00e1 KPI cho nh\u00e2n vi\u00ean kinh doanh \u1edf v\u1ecb tr\u00ed Telesales n\u00ean k\u1ebft h\u1ee3p gi\u1eefa ch\u1ec9 s\u1ed1 ho\u1ea1t \u0111\u1ed9ng, ch\u1ec9 s\u1ed1 k\u1ebft qu\u1ea3.<\/p>\n\n\n\n\n\n\n\n\n
KPI<\/td>\nTr\u1ecdng s\u1ed1 tham kh\u1ea3o<\/td>\n<\/tr>\n
S\u1ed1 cu\u1ed9c g\u1ecdi \u0111\u1ea1t chu\u1ea9n<\/td>\n20%<\/td>\n<\/tr>\n
T\u1ef7 l\u1ec7 k\u1ebft n\u1ed1i th\u00e0nh c\u00f4ng<\/td>\n15%<\/td>\n<\/tr>\n
S\u1ed1 cu\u1ed9c h\u1eb9n t\u01b0 v\u1ea5n<\/td>\n20%<\/td>\n<\/tr>\n
T\u1ef7 l\u1ec7 chuy\u1ec3n \u0111\u1ed5i th\u00e0nh \u0111\u01a1n h\u00e0ng<\/td>\n30%<\/td>\n<\/tr>\n
Doanh thu<\/td>\n15%<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n

V\u00ed d\u1ee5, m\u1ed9t nh\u00e2n vi\u00ean th\u1ef1c hi\u1ec7n 300 cu\u1ed9c g\u1ecdi m\u1ed7i tu\u1ea7n nh\u01b0ng ch\u1ec9 t\u1ea1o \u0111\u01b0\u1ee3c r\u1ea5t \u00edt cu\u1ed9c h\u1eb9n s\u1ebd c\u1ea7n \u0111\u01b0\u1ee3c \u0111\u00e0o t\u1ea1o v\u1ec1 k\u1ef9 n\u0103ng m\u1edf \u0111\u1ea7u cu\u1ed9c g\u1ecdi ho\u1eb7c x\u1eed l\u00fd t\u1eeb ch\u1ed1i, thay v\u00ec ch\u1ec9 y\u00eau c\u1ea7u t\u0103ng th\u00eam s\u1ed1 l\u01b0\u1ee3ng cu\u1ed9c g\u1ecdi.<\/p>\n

3.4 M\u1eabu KPI nh\u00e2n vi\u00ean kinh doanh th\u1ecb tr\u01b0\u1eddng<\/h3>\n

Nh\u00e2n vi\u00ean kinh doanh th\u1ecb tr\u01b0\u1eddng th\u01b0\u1eddng ph\u1ee5 tr\u00e1ch m\u1edf r\u1ed9ng h\u1ec7 th\u1ed1ng \u0111\u1ea1i l\u00fd, ch\u0103m s\u00f3c \u0111i\u1ec3m b\u00e1n ho\u1eb7c ph\u00e1t tri\u1ec3n kh\u00e1ch h\u00e0ng t\u1ea1i khu v\u1ef1c \u0111\u01b0\u1ee3c giao. C\u00f4ng vi\u1ec7c c\u1ee7a h\u1ecd kh\u00f4ng ch\u1ec9 h\u01b0\u1edbng \u0111\u1ebfn doanh s\u1ed1 m\u00e0 c\u00f2n bao g\u1ed3m vi\u1ec7c duy tr\u00ec m\u1ed1i quan h\u1ec7 v\u1edbi kh\u00e1ch h\u00e0ng, m\u1edf r\u1ed9ng \u0111\u1ed9 ph\u1ee7 th\u1ecb tr\u01b0\u1eddng.<\/p>\n

M\u1ed9t m\u1eabu KPI cho nh\u00e2n vi\u00ean kinh doanh \u1edf v\u1ecb tr\u00ed n\u00e0y th\u01b0\u1eddng bao g\u1ed3m doanh thu theo khu v\u1ef1c, s\u1ed1 l\u01b0\u1ee3ng kh\u00e1ch h\u00e0ng m\u1edbi, s\u1ed1 \u0111i\u1ec3m b\u00e1n \u0111\u01b0\u1ee3c m\u1edf m\u1edbi, t\u1ef7 l\u1ec7 gh\u00e9 th\u0103m kh\u00e1ch h\u00e0ng theo k\u1ebf ho\u1ea1ch v\u00e0 t\u1ef7 l\u1ec7 duy tr\u00ec kh\u00e1ch h\u00e0ng hi\u1ec7n h\u1eefu.<\/p>\n\n\n\n\n\n\n\n\n
KPI<\/td>\nTr\u1ecdng s\u1ed1 tham kh\u1ea3o<\/td>\n<\/tr>\n
Doanh thu khu v\u1ef1c<\/td>\n40%<\/td>\n<\/tr>\n
Kh\u00e1ch h\u00e0ng m\u1edbi<\/td>\n20%<\/td>\n<\/tr>\n
\u0110i\u1ec3m b\u00e1n m\u1edf m\u1edbi<\/td>\n15%<\/td>\n<\/tr>\n
T\u1ef7 l\u1ec7 gh\u00e9 th\u0103m kh\u00e1ch h\u00e0ng<\/td>\n15%<\/td>\n<\/tr>\n
Duy tr\u00ec kh\u00e1ch h\u00e0ng hi\u1ec7n h\u1eefu<\/td>\n10%<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n

B\u1ed9 KPI n\u00e0y gi\u00fap doanh nghi\u1ec7p v\u1eeba th\u00fac \u0111\u1ea9y t\u0103ng tr\u01b0\u1edfng doanh thu v\u1eeba \u0111\u1ea3m b\u1ea3o \u0111\u1ed9 ph\u1ee7 th\u1ecb tr\u01b0\u1eddng v\u00e0 ch\u1ea5t l\u01b0\u1ee3ng ch\u0103m s\u00f3c kh\u00e1ch h\u00e0ng.<\/p>\n

3.5 M\u1eabu KPI nh\u00e2n vi\u00ean Account<\/h3>\n

Nh\u00e2n vi\u00ean Account ch\u1ecbu tr\u00e1ch nhi\u1ec7m qu\u1ea3n l\u00fd ph\u00e1t tri\u1ec3n kh\u00e1ch h\u00e0ng hi\u1ec7n h\u1eefu. V\u00ec v\u1eady, doanh thu ch\u1ec9 l\u00e0 m\u1ed9t ph\u1ea7n trong h\u1ec7 th\u1ed1ng \u0111\u00e1nh gi\u00e1. \u0110i\u1ec1u quan tr\u1ecdng h\u01a1n l\u00e0 kh\u1ea3 n\u0103ng duy tr\u00ec m\u1ed1i quan h\u1ec7, gia t\u0103ng gi\u00e1 tr\u1ecb t\u1eeb t\u1eebng kh\u00e1ch h\u00e0ng.<\/p>\n

M\u1ed9t m\u1eabu KPI cho nh\u00e2n vi\u00ean b\u00e1n h\u00e0ng \u1edf v\u1ecb tr\u00ed Account th\u01b0\u1eddng t\u1eadp trung v\u00e0o t\u1ef7 l\u1ec7 gia h\u1ea1n h\u1ee3p \u0111\u1ed3ng, doanh thu t\u1eeb kh\u00e1ch h\u00e0ng hi\u1ec7n h\u1eefu, doanh thu Upsell ho\u1eb7c Cross-sell v\u00e0 m\u1ee9c \u0111\u1ed9 h\u00e0i l\u00f2ng c\u1ee7a kh\u00e1ch h\u00e0ng.<\/p>\n\n\n\n\n\n\n\n\n
KPI<\/td>\nTr\u1ecdng s\u1ed1 tham kh\u1ea3o<\/td>\n<\/tr>\n
Doanh thu kh\u00e1ch h\u00e0ng hi\u1ec7n h\u1eefu<\/td>\n35%<\/td>\n<\/tr>\n
T\u1ef7 l\u1ec7 gia h\u1ea1n h\u1ee3p \u0111\u1ed3ng<\/td>\n25%<\/td>\n<\/tr>\n
Doanh thu Upsell\/Cross-sell<\/td>\n20%<\/td>\n<\/tr>\n
M\u1ee9c \u0111\u1ed9 h\u00e0i l\u00f2ng c\u1ee7a kh\u00e1ch h\u00e0ng<\/td>\n10%<\/td>\n<\/tr>\n
Th\u1eddi gian ph\u1ea3n h\u1ed3i kh\u00e1ch h\u00e0ng<\/td>\n10%<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n

\u0110\u00e2y l\u00e0 b\u1ed9 KPI ph\u00f9 h\u1ee3p v\u1edbi c\u00e1c doanh nghi\u1ec7p cung c\u1ea5p ph\u1ea7n m\u1ec1m, d\u1ecbch v\u1ee5 c\u00f4ng ngh\u1ec7, b\u1ea3o hi\u1ec3m ho\u1eb7c c\u00e1c l\u0129nh v\u1ef1c c\u00f3 doanh thu \u0111\u1ecbnh k\u1ef3.<\/p>\n

3.6 M\u1eabu KPI nh\u00e2n vi\u00ean ch\u0103m s\u00f3c kh\u00e1ch h\u00e0ng k\u1ebft h\u1ee3p b\u00e1n h\u00e0ng<\/h3>\n

\u1ede nhi\u1ec1u doanh nghi\u1ec7p, nh\u00e2n vi\u00ean ch\u0103m s\u00f3c kh\u00e1ch h\u00e0ng c\u0169ng tham gia gi\u1edbi thi\u1ec7u s\u1ea3n ph\u1ea9m ho\u1eb7c khai th\u00e1c th\u00eam nhu c\u1ea7u c\u1ee7a kh\u00e1ch h\u00e0ng hi\u1ec7n h\u1eefu. V\u00ec v\u1eady, KPI c\u1ea7n c\u00e2n b\u1eb1ng gi\u1eefa ch\u1ea5t l\u01b0\u1ee3ng d\u1ecbch v\u1ee5 v\u00e0 k\u1ebft qu\u1ea3 b\u00e1n h\u00e0ng.<\/p>\n

M\u1ed9t m\u1eabu \u0111\u00e1nh gi\u00e1 KPI cho nh\u00e2n vi\u00ean kinh doanh trong tr\u01b0\u1eddng h\u1ee3p n\u00e0y n\u00ean k\u1ebft h\u1ee3p c\u00e1c ch\u1ec9 s\u1ed1 v\u1ec1 m\u1ee9c \u0111\u1ed9 h\u00e0i l\u00f2ng c\u1ee7a kh\u00e1ch h\u00e0ng, th\u1eddi gian x\u1eed l\u00fd y\u00eau c\u1ea7u, t\u1ef7 l\u1ec7 kh\u00e1ch h\u00e0ng quay l\u1ea1i v\u00e0 doanh thu ph\u00e1t sinh t\u1eeb ho\u1ea1t \u0111\u1ed9ng b\u00e1n th\u00eam.<\/p>\n\n\n\n\n\n\n\n\n
KPI<\/td>\nTr\u1ecdng s\u1ed1 tham kh\u1ea3o<\/td>\n<\/tr>\n
M\u1ee9c \u0111\u1ed9 h\u00e0i l\u00f2ng c\u1ee7a kh\u00e1ch h\u00e0ng<\/td>\n30%<\/td>\n<\/tr>\n
Th\u1eddi gian x\u1eed l\u00fd y\u00eau c\u1ea7u<\/td>\n20%<\/td>\n<\/tr>\n
T\u1ef7 l\u1ec7 kh\u00e1ch h\u00e0ng quay l\u1ea1i<\/td>\n20%<\/td>\n<\/tr>\n
Doanh thu b\u00e1n th\u00eam<\/td>\n20%<\/td>\n<\/tr>\n
T\u1ef7 l\u1ec7 khi\u1ebfu n\u1ea1i \u0111\u01b0\u1ee3c x\u1eed l\u00fd \u0111\u00fang h\u1ea1n<\/td>\n10%<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n

Vi\u1ec7c k\u1ebft h\u1ee3p hai nh\u00f3m KPI n\u00e0y gi\u00fap doanh nghi\u1ec7p tr\u00e1nh t\u00ecnh tr\u1ea1ng nh\u00e2n vi\u00ean ch\u1ec9 t\u1eadp trung b\u00e1n h\u00e0ng m\u00e0 b\u1ecf qua tr\u1ea3i nghi\u1ec7m c\u1ee7a kh\u00e1ch h\u00e0ng sau giao d\u1ecbch.<\/p>\n

3.7 M\u1eabu KPI tr\u01b0\u1edfng nh\u00f3m Sales<\/h3>\n

Kh\u00e1c v\u1edbi nh\u00e2n vi\u00ean kinh doanh, tr\u01b0\u1edfng nh\u00f3m Sales kh\u00f4ng ch\u1ec9 ch\u1ecbu tr\u00e1ch nhi\u1ec7m v\u1ec1 k\u1ebft qu\u1ea3 c\u00e1 nh\u00e2n m\u00e0 c\u00f2n ph\u1ea3i \u0111\u1ea3m b\u1ea3o hi\u1ec7u qu\u1ea3 ho\u1ea1t \u0111\u1ed9ng c\u1ee7a c\u1ea3 \u0111\u1ed9i nh\u00f3m. V\u00ec v\u1eady, KPI c\u1ea7n ph\u1ea3n \u00e1nh c\u1ea3 n\u0103ng l\u1ef1c qu\u1ea3n l\u00fd, \u0111\u00e0o t\u1ea1o v\u00e0 kh\u1ea3 n\u0103ng d\u1eabn d\u1eaft \u0111\u1ed9i ng\u0169.<\/p>\n

Th\u00f4ng th\u01b0\u1eddng, m\u1eabu KPI cho nh\u00e2n vi\u00ean kinh doanh \u1edf c\u1ea5p qu\u1ea3n l\u00fd s\u1ebd \u0111\u01b0\u1ee3c chia th\u00e0nh b\u1ed1n nh\u00f3m ch\u00ednh.<\/p>\n

    \n
  • KPI c\u00e1 nh\u00e2n: Tr\u01b0\u1edfng nh\u00f3m v\u1eabn c\u1ea7n ho\u00e0n th\u00e0nh m\u1ed9t ph\u1ea7n ch\u1ec9 ti\u00eau doanh thu ho\u1eb7c qu\u1ea3n l\u00fd c\u00e1c kh\u00e1ch h\u00e0ng tr\u1ecdng \u0111i\u1ec3m \u0111\u1ec3 duy tr\u00ec n\u0103ng l\u1ef1c b\u00e1n h\u00e0ng th\u1ef1c t\u1ebf.<\/li>\n
  • KPI \u0111\u1ed9i nh\u00f3m: \u0110\u00e2y l\u00e0 nh\u00f3m KPI quan tr\u1ecdng nh\u1ea5t, bao g\u1ed3m t\u1ef7 l\u1ec7 ho\u00e0n th\u00e0nh doanh thu c\u1ee7a c\u1ea3 nh\u00f3m, t\u1ef7 l\u1ec7 ho\u00e0n th\u00e0nh KPI c\u1ee7a t\u1eebng nh\u00e2n vi\u00ean, t\u1ef7 l\u1ec7 ngh\u1ec9 vi\u1ec7c trong nh\u00f3m ho\u1eb7c m\u1ee9c \u0111\u1ed9 \u0111\u1ea1t k\u1ebf ho\u1ea1ch kinh doanh theo th\u00e1ng v\u00e0 qu\u00fd.<\/li>\n
  • KPI \u0111\u00e0o t\u1ea1o ph\u00e1t tri\u1ec3n nh\u00e2n vi\u00ean: B\u00ean c\u1ea1nh k\u1ebft qu\u1ea3 kinh doanh, tr\u01b0\u1edfng nh\u00f3m c\u1ea7n ch\u1ecbu tr\u00e1ch nhi\u1ec7m ph\u00e1t tri\u1ec3n n\u0103ng l\u1ef1c c\u1ee7a \u0111\u1ed9i ng\u0169. C\u00e1c ch\u1ec9 ti\u00eau c\u00f3 th\u1ec3 bao g\u1ed3m s\u1ed1 bu\u1ed5i coaching, t\u1ef7 l\u1ec7 nh\u00e2n vi\u00ean ho\u00e0n th\u00e0nh \u0111\u00e0o t\u1ea1o ho\u1eb7c t\u1ef7 l\u1ec7 nh\u00e2n vi\u00ean m\u1edbi \u0111\u1ea1t KPI sau th\u1eddi gian th\u1eed vi\u1ec7c.<\/li>\n
  • KPI d\u1ef1 b\u00e1o doanh s\u1ed1: Kh\u1ea3 n\u0103ng d\u1ef1 b\u00e1o doanh thu l\u00e0 m\u1ed9t trong nh\u1eefng n\u0103ng l\u1ef1c quan tr\u1ecdng c\u1ee7a c\u1ea5p qu\u1ea3n l\u00fd. Tr\u01b0\u1edfng nh\u00f3m c\u1ea7n theo d\u00f5i ti\u1ebfn \u0111\u1ed9 th\u1ef1c hi\u1ec7n KPI, ph\u00e2n t\u00edch t\u1ef7 l\u1ec7 chuy\u1ec3n \u0111\u1ed5i c\u1ee7a t\u1eebng nh\u00e2n vi\u00ean v\u00e0 ch\u1ee7 \u0111\u1ed9ng \u0111\u1ec1 xu\u1ea5t gi\u1ea3i ph\u00e1p khi c\u00f3 nguy c\u01a1 kh\u00f4ng \u0111\u1ea1t k\u1ebf ho\u1ea1ch.<\/li>\n<\/ul>\n

    Vi\u1ec7c b\u1ed5 sung KPI d\u1ef1 b\u00e1o doanh s\u1ed1 gi\u00fap doanh nghi\u1ec7p kh\u00f4ng ch\u1ec9 \u0111\u00e1nh gi\u00e1 k\u1ebft qu\u1ea3 cu\u1ed1i k\u1ef3 m\u00e0 c\u00f2n n\u00e2ng cao kh\u1ea3 n\u0103ng \u0111i\u1ec1u h\u00e0nh, ki\u1ec3m so\u00e1t ho\u1ea1t \u0111\u1ed9ng b\u00e1n h\u00e0ng theo th\u1eddi gian th\u1ef1c. \u0110\u00e2y c\u0169ng l\u00e0 xu h\u01b0\u1edbng \u0111\u01b0\u1ee3c nhi\u1ec1u doanh nghi\u1ec7p \u00e1p d\u1ee5ng khi x\u00e2y d\u1ef1ng m\u1eabu KPI cho nh\u00e2n vi\u00ean kinh doanh v\u00e0 \u0111\u1ed9i ng\u0169 qu\u1ea3n l\u00fd b\u00e1n h\u00e0ng trong b\u1ed1i c\u1ea3nh qu\u1ea3n tr\u1ecb d\u1ef1a tr\u00ean d\u1eef li\u1ec7u ng\u00e0y c\u00e0ng tr\u1edf n\u00ean ph\u1ed5 bi\u1ebfn.<\/p>\n

    4. H\u01b0\u1edbng d\u1eabn x\u00e2y d\u1ef1ng KPI cho nh\u00e2n vi\u00ean kinh doanh t\u1eebng b\u01b0\u1edbc<\/h2>\n

    \u0110\u1ed1i v\u1edbi HR v\u00e0 tr\u01b0\u1edfng b\u1ed9 ph\u1eadn, m\u1ed9t m\u1eabu KPI cho nh\u00e2n vi\u00ean kinh doanh hi\u1ec7u qu\u1ea3 c\u1ea7n xu\u1ea5t ph\u00e1t t\u1eeb m\u1ee5c ti\u00eau kinh doanh c\u1ee7a doanh nghi\u1ec7p, b\u00e1m s\u00e1t quy tr\u00ecnh b\u00e1n h\u00e0ng v\u00e0 c\u00f3 c\u01a1 ch\u1ebf \u0111\u00e1nh gi\u00e1 minh b\u1ea1ch. D\u01b0\u1edbi \u0111\u00e2y l\u00e0 quy tr\u00ecnh g\u1ed3m 6 b\u01b0\u1edbc gi\u00fap doanh nghi\u1ec7p x\u00e2y d\u1ef1ng h\u1ec7 th\u1ed1ng KPI khoa h\u1ecdc, d\u1ec5 \u00e1p d\u1ee5ng, d\u1ec5 \u0111o l\u01b0\u1eddng.<\/p>\n

    B\u01b0\u1edbc 1. X\u00e1c \u0111\u1ecbnh m\u1ee5c ti\u00eau kinh doanh c\u1ee7a doanh nghi\u1ec7p<\/h3>\n

    Tr\u01b0\u1edbc khi x\u00e2y d\u1ef1ng KPI, doanh nghi\u1ec7p c\u1ea7n tr\u1ea3 l\u1eddi c\u00e2u h\u1ecfi: “\u0110i\u1ec1u g\u00ec l\u00e0 quan tr\u1ecdng nh\u1ea5t trong giai \u0111o\u1ea1n n\u00e0y?”. M\u1ee5c ti\u00eau kinh doanh s\u1ebd quy\u1ebft \u0111\u1ecbnh to\u00e0n b\u1ed9 h\u1ec7 th\u1ed1ng KPI ph\u00eda sau.<\/p>\n

    V\u00ed d\u1ee5, n\u1ebfu doanh nghi\u1ec7p \u0111\u1eb7t m\u1ee5c ti\u00eau t\u0103ng tr\u01b0\u1edfng doanh thu 20% trong n\u0103m, KPI c\u1ee7a \u0111\u1ed9i ng\u0169 Sales s\u1ebd t\u1eadp trung nhi\u1ec1u h\u01a1n v\u00e0o doanh thu, kh\u00e1ch h\u00e0ng m\u1edbi v\u00e0 t\u1ef7 l\u1ec7 chuy\u1ec3n \u0111\u1ed5i. Ng\u01b0\u1ee3c l\u1ea1i, n\u1ebfu m\u1ee5c ti\u00eau l\u00e0 n\u00e2ng cao l\u1ee3i nhu\u1eadn, doanh nghi\u1ec7p n\u00ean b\u1ed5 sung c\u00e1c ch\u1ec9 s\u1ed1 nh\u01b0 bi\u00ean l\u1ee3i nhu\u1eadn, gi\u00e1 tr\u1ecb \u0111\u01a1n h\u00e0ng trung b\u00ecnh ho\u1eb7c t\u1ef7 l\u1ec7 thu h\u1ed3i c\u00f4ng n\u1ee3.<\/p>\n

    C\u00f3 th\u1ec3 h\u00ecnh dung m\u1ed1i li\u00ean h\u1ec7 n\u00e0y theo s\u01a1 \u0111\u1ed3 sau:<\/p>\n\n\n\n\n\n\n\n\n
    M\u1ee5c ti\u00eau doanh nghi\u1ec7p<\/td>\nKPI c\u1ee7a nh\u00e2n vi\u00ean Sales<\/td>\n<\/tr>\n
    T\u0103ng doanh thu 20%<\/td>\nDoanh thu, t\u1ef7 l\u1ec7 ho\u00e0n th\u00e0nh doanh s\u1ed1<\/td>\n<\/tr>\n
    M\u1edf r\u1ed9ng th\u1ecb tr\u01b0\u1eddng<\/td>\nS\u1ed1 kh\u00e1ch h\u00e0ng m\u1edbi, s\u1ed1 \u0111i\u1ec3m b\u00e1n m\u1edbi<\/td>\n<\/tr>\n
    T\u0103ng l\u1ee3i nhu\u1eadn<\/td>\nL\u1ee3i nhu\u1eadn, gi\u00e1 tr\u1ecb \u0111\u01a1n h\u00e0ng trung b\u00ecnh<\/td>\n<\/tr>\n
    Gi\u1eef ch\u00e2n kh\u00e1ch h\u00e0ng<\/td>\nT\u1ef7 l\u1ec7 kh\u00e1ch h\u00e0ng quay l\u1ea1i, t\u1ef7 l\u1ec7 gia h\u1ea1n h\u1ee3p \u0111\u1ed3ng<\/td>\n<\/tr>\n
    C\u1ea3i thi\u1ec7n d\u00f2ng ti\u1ec1n<\/td>\nT\u1ef7 l\u1ec7 thu h\u1ed3i c\u00f4ng n\u1ee3 \u0111\u00fang h\u1ea1n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n

    Vi\u1ec7c x\u00e2y d\u1ef1ng KPI theo m\u1ee5c ti\u00eau kinh doanh gi\u00fap t\u1ea5t c\u1ea3 nh\u00e2n vi\u00ean c\u00f9ng h\u01b0\u1edbng \u0111\u1ebfn m\u1ed9t k\u1ebft qu\u1ea3 chung thay v\u00ec m\u1ed7i ng\u01b0\u1eddi theo \u0111u\u1ed5i m\u1ed9t m\u1ee5c ti\u00eau ri\u00eang.<\/p>\n

    B\u01b0\u1edbc 2. Ph\u00e2n t\u00edch quy tr\u00ecnh b\u00e1n h\u00e0ng<\/h3>\n

    Sau khi x\u00e1c \u0111\u1ecbnh m\u1ee5c ti\u00eau, doanh nghi\u1ec7p c\u1ea7n ph\u00e2n t\u00edch to\u00e0n b\u1ed9 quy tr\u00ecnh b\u00e1n h\u00e0ng \u0111\u1ec3 x\u00e1c \u0111\u1ecbnh nh\u1eefng giai \u0111o\u1ea1n n\u00e0o c\u1ea7n \u0111\u01b0\u1ee3c \u0111o l\u01b0\u1eddng.<\/p>\n

    M\u1ed9t quy tr\u00ecnh b\u00e1n h\u00e0ng ph\u1ed5 bi\u1ebfn th\u01b0\u1eddng bao g\u1ed3m:<\/p>\n

    Lead (Kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng)<\/p>\n

    \u2193<\/p>\n

    Li\u00ean h\u1ec7 kh\u00e1ch h\u00e0ng<\/p>\n

    \u2193<\/p>\n

    T\u01b0 v\u1ea5n ho\u1eb7c g\u1eb7p tr\u1ef1c ti\u1ebfp<\/p>\n

    \u2193<\/p>\n

    G\u1eedi b\u00e1o gi\u00e1 ho\u1eb7c \u0111\u1ec1 xu\u1ea5t<\/p>\n

    \u2193<\/p>\n

    K\u00fd h\u1ee3p \u0111\u1ed3ng<\/p>\n

    \u2193<\/p>\n

    Thu ti\u1ec1n v\u00e0 ch\u0103m s\u00f3c sau b\u00e1n<\/p>\n

    M\u1ed7i giai \u0111o\u1ea1n \u0111\u1ec1u c\u00f3 th\u1ec3 thi\u1ebft l\u1eadp m\u1ed9t nh\u00f3m KPI ri\u00eang. Ch\u1eb3ng h\u1ea1n, n\u1ebfu doanh nghi\u1ec7p nh\u1eadn th\u1ea5y nhi\u1ec1u kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng nh\u01b0ng r\u1ea5t \u00edt h\u1ee3p \u0111\u1ed3ng \u0111\u01b0\u1ee3c k\u00fd k\u1ebft, v\u1ea5n \u0111\u1ec1 c\u00f3 th\u1ec3 n\u1eb1m \u1edf k\u1ef9 n\u0103ng t\u01b0 v\u1ea5n ho\u1eb7c \u0111\u00e0m ph\u00e1n c\u1ee7a \u0111\u1ed9i ng\u0169 b\u00e1n h\u00e0ng. Ng\u01b0\u1ee3c l\u1ea1i, n\u1ebfu t\u1ef7 l\u1ec7 k\u00fd h\u1ee3p \u0111\u1ed3ng cao nh\u01b0ng doanh thu v\u1eabn th\u1ea5p, doanh nghi\u1ec7p c\u1ea7n xem x\u00e9t gi\u00e1 tr\u1ecb trung b\u00ecnh c\u1ee7a m\u1ed7i \u0111\u01a1n h\u00e0ng ho\u1eb7c kh\u1ea3 n\u0103ng b\u00e1n th\u00eam s\u1ea3n ph\u1ea9m.<\/p>\n

    Vi\u1ec7c ph\u00e2n t\u00edch quy tr\u00ecnh b\u00e1n h\u00e0ng gi\u00fap HR x\u00e2y d\u1ef1ng m\u1eabu \u0111\u00e1nh gi\u00e1 KPI cho nh\u00e2n vi\u00ean kinh doanh d\u1ef1a tr\u00ean d\u1eef li\u1ec7u th\u1ef1c t\u1ebf thay v\u00ec c\u1ea3m t\u00ednh, \u0111\u1ed3ng th\u1eddi h\u1ed7 tr\u1ee3 nh\u00e0 qu\u1ea3n l\u00fd nhanh ch\u00f3ng x\u00e1c \u0111\u1ecbnh \u0111i\u1ec3m ngh\u1ebdn \u0111\u1ec3 c\u00f3 gi\u1ea3i ph\u00e1p c\u1ea3i thi\u1ec7n.<\/p>\n

    B\u01b0\u1edbc 3. L\u1ef1a ch\u1ecdn KPI ph\u00f9 h\u1ee3p v\u1edbi t\u1eebng v\u1ecb tr\u00ed<\/h3>\n

    M\u1ed9t sai l\u1ea7m ph\u1ed5 bi\u1ebfn l\u00e0 \u0111\u01b0a qu\u00e1 nhi\u1ec1u ch\u1ec9 s\u1ed1 v\u00e0o h\u1ec7 th\u1ed1ng \u0111\u00e1nh gi\u00e1. \u0110i\u1ec1u n\u00e0y khi\u1ebfn nh\u00e2n vi\u00ean kh\u00f3 t\u1eadp trung v\u00e0o nh\u1eefng m\u1ee5c ti\u00eau quan tr\u1ecdng v\u00e0 l\u00e0m t\u0103ng kh\u1ed1i l\u01b0\u1ee3ng theo d\u00f5i c\u1ee7a HR.<\/p>\n

    Trong th\u1ef1c t\u1ebf, m\u1ed7i v\u1ecb tr\u00ed ch\u1ec9 n\u00ean c\u00f3 kho\u1ea3ng 5\u20138 KPI c\u1ed1t l\u00f5i. Con s\u1ed1 n\u00e0y \u0111\u1ee7 \u0111\u1ec3 ph\u1ea3n \u00e1nh hi\u1ec7u qu\u1ea3 c\u00f4ng vi\u1ec7c nh\u01b0ng v\u1eabn \u0111\u1ea3m b\u1ea3o t\u00ednh \u0111\u01a1n gi\u1ea3n, d\u1ec5 qu\u1ea3n l\u00fd.<\/p>\n

    V\u00ed d\u1ee5, \u0111\u1ed1i v\u1edbi nh\u00e2n vi\u00ean kinh doanh m\u1edbi, doanh nghi\u1ec7p c\u00f3 th\u1ec3 \u01b0u ti\u00ean c\u00e1c KPI v\u1ec1 s\u1ed1 l\u01b0\u1ee3ng kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng, s\u1ed1 cu\u1ed9c h\u1eb9n, t\u1ef7 l\u1ec7 chuy\u1ec3n \u0111\u1ed5i. Trong khi \u0111\u00f3, v\u1edbi nh\u00e2n vi\u00ean c\u00f3 kinh nghi\u1ec7m, tr\u1ecdng t\u00e2m n\u00ean chuy\u1ec3n sang doanh thu, l\u1ee3i nhu\u1eadn v\u00e0 t\u1ef7 l\u1ec7 gi\u1eef ch\u00e2n kh\u00e1ch h\u00e0ng.<\/p>\n

    Nguy\u00ean t\u1eafc quan tr\u1ecdng l\u00e0 m\u1ed7i KPI ph\u1ea3i tr\u1ea3 l\u1eddi \u0111\u01b0\u1ee3c \u00edt nh\u1ea5t m\u1ed9t trong ba c\u00e2u h\u1ecfi:<\/p>\n

      \n
    • KPI n\u00e0y c\u00f3 gi\u00fap doanh nghi\u1ec7p \u0111\u1ea1t m\u1ee5c ti\u00eau kinh doanh kh\u00f4ng?<\/li>\n
    • Nh\u00e2n vi\u00ean c\u00f3 th\u1ec3 t\u00e1c \u0111\u1ed9ng tr\u1ef1c ti\u1ebfp \u0111\u1ebfn ch\u1ec9 s\u1ed1 n\u00e0y kh\u00f4ng?<\/li>\n
    • Ch\u1ec9 s\u1ed1 c\u00f3 \u0111o l\u01b0\u1eddng \u0111\u01b0\u1ee3c b\u1eb1ng d\u1eef li\u1ec7u c\u1ee5 th\u1ec3 kh\u00f4ng?<\/li>\n<\/ul>\n

      N\u1ebfu c\u00e2u tr\u1ea3 l\u1eddi l\u00e0 “kh\u00f4ng”, doanh nghi\u1ec7p n\u00ean c\u00e2n nh\u1eafc lo\u1ea1i b\u1ecf KPI \u0111\u00f3 kh\u1ecfi m\u1eabu KPI cho nh\u00e2n vi\u00ean b\u00e1n h\u00e0ng \u0111\u1ec3 tr\u00e1nh l\u00e0m ph\u1ee9c t\u1ea1p h\u1ec7 th\u1ed1ng \u0111\u00e1nh gi\u00e1.<\/p>\n

      B\u01b0\u1edbc 4. Thi\u1ebft l\u1eadp tr\u1ecdng s\u1ed1 cho t\u1eebng KPI<\/h3>\n

      Kh\u00f4ng ph\u1ea3i t\u1ea5t c\u1ea3 KPI \u0111\u1ec1u c\u00f3 m\u1ee9c \u0111\u1ed9 quan tr\u1ecdng nh\u01b0 nhau. V\u00ec v\u1eady, sau khi l\u1ef1a ch\u1ecdn c\u00e1c ch\u1ec9 s\u1ed1 ph\u00f9 h\u1ee3p, doanh nghi\u1ec7p c\u1ea7n x\u00e1c \u0111\u1ecbnh tr\u1ecdng s\u1ed1 cho t\u1eebng KPI \u0111\u1ec3 ph\u1ea3n \u00e1nh \u0111\u00fang m\u1ee9c \u0111\u1ed9 \u1ea3nh h\u01b0\u1edfng \u0111\u1ebfn k\u1ebft qu\u1ea3 kinh doanh.<\/p>\n

      Th\u00f4ng th\u01b0\u1eddng, doanh thu v\u1eabn l\u00e0 KPI c\u00f3 tr\u1ecdng s\u1ed1 l\u1edbn nh\u1ea5t, trong khi c\u00e1c ch\u1ec9 s\u1ed1 h\u1ed7 tr\u1ee3 nh\u01b0 c\u1eadp nh\u1eadt CRM ho\u1eb7c tham gia \u0111\u00e0o t\u1ea1o s\u1ebd c\u00f3 tr\u1ecdng s\u1ed1 th\u1ea5p h\u01a1n.<\/p>\n

      V\u00ed d\u1ee5:<\/p>\n\n\n\n\n\n\n\n\n
      KPI<\/td>\nTr\u1ecdng s\u1ed1 tham kh\u1ea3o<\/td>\n<\/tr>\n
      Doanh thu<\/td>\n40%<\/td>\n<\/tr>\n
      Kh\u00e1ch h\u00e0ng m\u1edbi<\/td>\n20%<\/td>\n<\/tr>\n
      T\u1ef7 l\u1ec7 chuy\u1ec3n \u0111\u1ed5i<\/td>\n15%<\/td>\n<\/tr>\n
      Thu h\u1ed3i c\u00f4ng n\u1ee3<\/td>\n15%<\/td>\n<\/tr>\n
      Tu\u00e2n th\u1ee7 quy tr\u00ecnh<\/td>\n10%<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n

      Vi\u1ec7c ph\u00e2n b\u1ed5 tr\u1ecdng s\u1ed1 h\u1ee3p l\u00fd gi\u00fap nh\u00e2n vi\u00ean hi\u1ec3u r\u00f5 \u0111\u00e2u l\u00e0 \u01b0u ti\u00ean trong c\u00f4ng vi\u1ec7c. N\u1ebfu t\u1ea5t c\u1ea3 KPI \u0111\u1ec1u c\u00f3 tr\u1ecdng s\u1ed1 ngang nhau, nh\u00e2n vi\u00ean s\u1ebd kh\u00f3 x\u00e1c \u0111\u1ecbnh nhi\u1ec7m v\u1ee5 quan tr\u1ecdng nh\u1ea5t, d\u1ec5 ph\u00e2n t\u00e1n ngu\u1ed3n l\u1ef1c.<\/p>\n

      \u0110\u1ed1i v\u1edbi HR, \u0111\u00e2y c\u0169ng l\u00e0 c\u01a1 s\u1edf \u0111\u1ec3 x\u00e2y d\u1ef1ng m\u1eabu \u0111\u00e1nh gi\u00e1 KPI cho nh\u00e2n vi\u00ean kinh doanh minh b\u1ea1ch, tr\u00e1nh t\u00ecnh tr\u1ea1ng \u0111\u00e1nh gi\u00e1 c\u1ea3m t\u00ednh ho\u1eb7c thay \u0111\u1ed5i ti\u00eau ch\u00ed v\u00e0o cu\u1ed1i k\u1ef3.<\/p>\n

      B\u01b0\u1edbc 5. X\u00e2y d\u1ef1ng thang \u0111i\u1ec3m \u0111\u00e1nh gi\u00e1 v\u00e0 m\u1ee9c ho\u00e0n th\u00e0nh KPI<\/h3>\n

      Sau khi x\u00e1c \u0111\u1ecbnh KPI v\u00e0 tr\u1ecdng s\u1ed1, doanh nghi\u1ec7p c\u1ea7n quy \u0111\u1ecbnh r\u00f5 c\u00e1ch t\u00ednh \u0111i\u1ec3m. \u0110i\u1ec1u n\u00e0y gi\u00fap nh\u00e2n vi\u00ean bi\u1ebft m\u00ecnh c\u1ea7n \u0111\u1ea1t m\u1ee9c n\u00e0o \u0111\u1ec3 \u0111\u01b0\u1ee3c c\u00f4ng nh\u1eadn ho\u00e0n th\u00e0nh ho\u1eb7c v\u01b0\u1ee3t ch\u1ec9 ti\u00eau.<\/p>\n

      M\u1ed9t c\u00e1ch x\u00e2y d\u1ef1ng ph\u1ed5 bi\u1ebfn l\u00e0 thi\u1ebft l\u1eadp nhi\u1ec1u m\u1ee9c ho\u00e0n th\u00e0nh KPI thay v\u00ec ch\u1ec9 c\u00f3 hai tr\u1ea1ng th\u00e1i “\u0111\u1ea1t” ho\u1eb7c “kh\u00f4ng \u0111\u1ea1t”.<\/p>\n\n\n\n\n\n\n\n
      T\u1ef7 l\u1ec7 ho\u00e0n th\u00e0nh KPI<\/td>\nM\u1ee9c \u0111\u00e1nh gi\u00e1<\/td>\n<\/tr>\n
      D\u01b0\u1edbi 80%<\/td>\nCh\u01b0a \u0111\u1ea1t<\/td>\n<\/tr>\n
      T\u1eeb 80% \u0111\u1ebfn d\u01b0\u1edbi 100%<\/td>\n\u0110\u1ea1t m\u1ed9t ph\u1ea7n<\/td>\n<\/tr>\n
      T\u1eeb 100% \u0111\u1ebfn d\u01b0\u1edbi 120%<\/td>\nHo\u00e0n th\u00e0nh<\/td>\n<\/tr>\n
      T\u1eeb 120% tr\u1edf l\u00ean<\/td>\nV\u01b0\u1ee3t KPI<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n

      V\u00ed d\u1ee5, nh\u00e2n vi\u00ean \u0111\u01b0\u1ee3c giao doanh thu 500 tri\u1ec7u \u0111\u1ed3ng nh\u01b0ng th\u1ef1c t\u1ebf \u0111\u1ea1t 600 tri\u1ec7u \u0111\u1ed3ng. T\u1ef7 l\u1ec7 ho\u00e0n th\u00e0nh KPI l\u00e0 120%, t\u01b0\u01a1ng \u1ee9ng v\u1edbi m\u1ee9c v\u01b0\u1ee3t ch\u1ec9 ti\u00eau v\u00e0 c\u00f3 th\u1ec3 \u0111\u01b0\u1ee3c t\u00ednh th\u01b0\u1edfng theo ch\u00ednh s\u00e1ch c\u1ee7a doanh nghi\u1ec7p.<\/p>\n

      Vi\u1ec7c quy \u0111\u1ecbnh r\u00f5 thang \u0111i\u1ec3m ngay t\u1eeb \u0111\u1ea7u gi\u00fap HR gi\u1ea3m tranh c\u00e3i trong qu\u00e1 tr\u00ecnh \u0111\u00e1nh gi\u00e1, \u0111\u1ed3ng th\u1eddi t\u1ea1o \u0111\u1ed9ng l\u1ef1c \u0111\u1ec3 nh\u00e2n vi\u00ean ph\u1ea5n \u0111\u1ea5u v\u01b0\u1ee3t m\u1ee5c ti\u00eau thay v\u00ec ch\u1ec9 \u0111\u1ea1t m\u1ee9c t\u1ed1i thi\u1ec3u.<\/p>\n

      B\u01b0\u1edbc 6. Theo d\u00f5i \u0111\u00e1nh gi\u00e1 KPI \u0111\u1ecbnh k\u1ef3<\/h3>\n

      KPI ch\u1ec9 ph\u00e1t huy hi\u1ec7u qu\u1ea3 khi \u0111\u01b0\u1ee3c theo d\u00f5i th\u01b0\u1eddng xuy\u00ean. N\u1ebfu doanh nghi\u1ec7p ch\u1ec9 \u0111\u00e1nh gi\u00e1 v\u00e0o cu\u1ed1i th\u00e1ng ho\u1eb7c cu\u1ed1i qu\u00fd, nhi\u1ec1u v\u1ea5n \u0111\u1ec1 s\u1ebd \u0111\u01b0\u1ee3c ph\u00e1t hi\u1ec7n qu\u00e1 mu\u1ed9n, r\u1ea5t kh\u00f3 \u0111i\u1ec1u ch\u1ec9nh.<\/p>\n

      Thay v\u00e0o \u0111\u00f3, HR v\u00e0 tr\u01b0\u1edfng b\u1ed9 ph\u1eadn n\u00ean x\u00e2y d\u1ef1ng c\u01a1 ch\u1ebf theo d\u00f5i theo nhi\u1ec1u m\u1ed1c th\u1eddi gian. B\u00e1o c\u00e1o h\u1eb1ng tu\u1ea7n gi\u00fap ki\u1ec3m so\u00e1t ti\u1ebfn \u0111\u1ed9 th\u1ef1c hi\u1ec7n, ph\u00e1t hi\u1ec7n s\u1edbm c\u00e1c d\u1ea5u hi\u1ec7u kh\u00f4ng \u0111\u1ea1t k\u1ebf ho\u1ea1ch. \u0110\u00e1nh gi\u00e1 h\u1eb1ng th\u00e1ng l\u00e0 c\u0103n c\u1ee9 \u0111\u1ec3 t\u00ednh th\u01b0\u1edfng, \u0111i\u1ec1u ch\u1ec9nh m\u1ee5c ti\u00eau ho\u1eb7c h\u1ed7 tr\u1ee3 nh\u00e2n vi\u00ean g\u1eb7p kh\u00f3 kh\u0103n. Trong khi \u0111\u00f3, \u0111\u00e1nh gi\u00e1 theo qu\u00fd s\u1ebd ph\u00f9 h\u1ee3p \u0111\u1ec3 xem x\u00e9t hi\u1ec7u qu\u1ea3 t\u1ed5ng th\u1ec3, x\u00e1c \u0111\u1ecbnh nhu c\u1ea7u \u0111\u00e0o t\u1ea1o v\u00e0 l\u1eadp k\u1ebf ho\u1ea1ch nh\u00e2n s\u1ef1 cho giai \u0111o\u1ea1n ti\u1ebfp theo.<\/p>\n

      5. Nh\u1eefng l\u01b0u \u00fd khi x\u00e2y d\u1ef1ng KPI cho nh\u00e2n vi\u00ean Sales<\/h2>\n

      D\u01b0\u1edbi \u0111\u00e2y l\u00e0 nh\u1eefng l\u01b0u \u00fd quan tr\u1ecdng gi\u00fap doanh nghi\u1ec7p x\u00e2y d\u1ef1ng KPI cho nh\u00e2n vi\u00ean kinh doanh hi\u1ec7u qu\u1ea3 c\u00f3 t\u00ednh \u1ee9ng d\u1ee5ng cao.<\/p>\n

      5.1 X\u00e2y d\u1ef1ng KPI theo nguy\u00ean t\u1eafc SMART<\/h3>\n

      SMART l\u00e0 m\u1ed9t trong nh\u1eefng nguy\u00ean t\u1eafc ph\u1ed5 bi\u1ebfn gi\u00fap doanh nghi\u1ec7p thi\u1ebft l\u1eadp m\u1ee5c ti\u00eau r\u00f5 r\u00e0ng, c\u00f3 kh\u1ea3 n\u0103ng th\u1ef1c hi\u1ec7n. Theo \u0111\u00f3, m\u1ed7i KPI c\u1ea7n \u0111\u00e1p \u1ee9ng n\u0103m ti\u00eau ch\u00ed: c\u1ee5 th\u1ec3 (Specific), c\u00f3 th\u1ec3 \u0111o l\u01b0\u1eddng (Measurable), kh\u1ea3 thi (Achievable), ph\u00f9 h\u1ee3p v\u1edbi m\u1ee5c ti\u00eau doanh nghi\u1ec7p (Relevant) v\u00e0 c\u00f3 th\u1eddi h\u1ea1n ho\u00e0n th\u00e0nh (Time-bound).<\/p>\n

      V\u00ed d\u1ee5, thay v\u00ec giao m\u1ee5c ti\u00eau “t\u0103ng doanh s\u1ed1”, doanh nghi\u1ec7p n\u00ean quy \u0111\u1ecbnh c\u1ee5 th\u1ec3 “\u0111\u1ea1t doanh thu 700 tri\u1ec7u \u0111\u1ed3ng trong qu\u00fd III”. C\u00e1ch di\u1ec5n \u0111\u1ea1t n\u00e0y gi\u00fap nh\u00e2n vi\u00ean hi\u1ec3u r\u00f5 k\u1ef3 v\u1ecdng, bi\u1ebft m\u00ecnh c\u1ea7n \u0111\u1ea1t k\u1ebft qu\u1ea3 g\u00ec, trong kho\u1ea3ng th\u1eddi gian n\u00e0o.<\/p>\n

      Khi x\u00e2y d\u1ef1ng m\u1eabu KPI cho nh\u00e2n vi\u00ean kinh doanh, HR c\u0169ng c\u1ea7n \u0111\u1ea3m b\u1ea3o m\u1ecdi ch\u1ec9 ti\u00eau \u0111\u1ec1u c\u00f3 c\u00f4ng th\u1ee9c t\u00ednh, ngu\u1ed3n d\u1eef li\u1ec7u r\u00f5 r\u00e0ng. \u0110i\u1ec1u n\u00e0y gi\u00fap h\u1ea1n ch\u1ebf tranh lu\u1eadn khi \u0111\u00e1nh gi\u00e1 v\u00e0 t\u1ea1o s\u1ef1 minh b\u1ea1ch trong to\u00e0n b\u1ed9 quy tr\u00ecnh qu\u1ea3n tr\u1ecb hi\u1ec7u su\u1ea5t.<\/p>\n

      5.2 C\u00e2n b\u1eb1ng gi\u1eefa KPI k\u1ebft qu\u1ea3 v\u00e0 KPI ho\u1ea1t \u0111\u1ed9ng<\/h3>\n

      M\u1ed9t sai l\u1ea7m ph\u1ed5 bi\u1ebfn l\u00e0 ch\u1ec9 t\u1eadp trung v\u00e0o KPI k\u1ebft qu\u1ea3 nh\u01b0 doanh thu ho\u1eb7c l\u1ee3i nhu\u1eadn m\u00e0 b\u1ecf qua c\u00e1c ho\u1ea1t \u0111\u1ed9ng t\u1ea1o ra k\u1ebft qu\u1ea3 \u0111\u00f3. Trong khi \u0111\u00f3, \u0111\u1ed1i v\u1edbi nhi\u1ec1u ng\u00e0nh ngh\u1ec1 c\u00f3 chu k\u1ef3 b\u00e1n h\u00e0ng d\u00e0i, nh\u00e2n vi\u00ean c\u00f3 th\u1ec3 l\u00e0m vi\u1ec7c r\u1ea5t t\u00edch c\u1ef1c nh\u01b0ng doanh thu ch\u01b0a k\u1ecbp ghi nh\u1eadn trong k\u1ef3 \u0111\u00e1nh gi\u00e1.<\/p>\n

      V\u00ec v\u1eady, m\u1ed9t m\u1eabu \u0111\u00e1nh gi\u00e1 KPI cho nh\u00e2n vi\u00ean kinh doanh n\u00ean k\u1ebft h\u1ee3p gi\u1eefa hai nh\u00f3m ch\u1ec9 s\u1ed1. KPI k\u1ebft qu\u1ea3 ph\u1ea3n \u00e1nh th\u00e0nh qu\u1ea3 cu\u1ed1i c\u00f9ng nh\u01b0 doanh thu, l\u1ee3i nhu\u1eadn ho\u1eb7c s\u1ed1 h\u1ee3p \u0111\u1ed3ng k\u00fd k\u1ebft. KPI ho\u1ea1t \u0111\u1ed9ng \u0111o l\u01b0\u1eddng nh\u1eefng c\u00f4ng vi\u1ec7c h\u1eb1ng ng\u00e0y nh\u01b0 s\u1ed1 l\u01b0\u1ee3ng kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng \u0111\u01b0\u1ee3c ti\u1ebfp c\u1eadn, s\u1ed1 cu\u1ed9c h\u1eb9n t\u01b0 v\u1ea5n, s\u1ed1 b\u00e1o gi\u00e1 g\u1eedi \u0111i ho\u1eb7c t\u1ef7 l\u1ec7 c\u1eadp nh\u1eadt d\u1eef li\u1ec7u kh\u00e1ch h\u00e0ng.<\/p>\n

      S\u1ef1 k\u1ebft h\u1ee3p n\u00e0y gi\u00fap doanh nghi\u1ec7p \u0111\u00e1nh gi\u00e1 \u0111\u1ea7y \u0111\u1ee7 c\u1ea3 qu\u00e1 tr\u00ecnh v\u00e0 k\u1ebft qu\u1ea3, \u0111\u1ed3ng th\u1eddi t\u1ea1o \u0111\u1ed9ng l\u1ef1c cho nh\u00e2n vi\u00ean duy tr\u00ec c\u00e1c ho\u1ea1t \u0111\u1ed9ng b\u00e1n h\u00e0ng ngay c\u1ea3 trong giai \u0111o\u1ea1n th\u1ecb tr\u01b0\u1eddng kh\u00f3 kh\u0103n.<\/p>\n

      5.3 Kh\u00f4ng s\u1eed d\u1ee5ng qu\u00e1 nhi\u1ec1u KPI trong m\u1ed9t k\u1ef3 \u0111\u00e1nh gi\u00e1<\/h3>\n

      Nhi\u1ec1u doanh nghi\u1ec7p cho r\u1eb1ng c\u00e0ng nhi\u1ec1u KPI th\u00ec vi\u1ec7c \u0111\u00e1nh gi\u00e1 c\u00e0ng chi ti\u1ebft. Tuy nhi\u00ean, tr\u00ean th\u1ef1c t\u1ebf, qu\u00e1 nhi\u1ec1u ch\u1ec9 s\u1ed1 s\u1ebd khi\u1ebfn nh\u00e2n vi\u00ean m\u1ea5t t\u1eadp trung, HR t\u1ed1n nhi\u1ec1u th\u1eddi gian t\u1ed5ng h\u1ee3p d\u1eef li\u1ec7u, nh\u00e0 qu\u1ea3n l\u00fd kh\u00f3 x\u00e1c \u0111\u1ecbnh \u0111\u00e2u l\u00e0 \u01b0u ti\u00ean quan tr\u1ecdng.<\/p>\n

      \u0110\u1ed1i v\u1edbi ph\u1ea7n l\u1edbn doanh nghi\u1ec7p, m\u1eabu KPI cho nh\u00e2n vi\u00ean b\u00e1n h\u00e0ng ch\u1ec9 n\u00ean g\u1ed3m kho\u1ea3ng 5\u20138 ch\u1ec9 ti\u00eau ch\u00ednh, trong \u0111\u00f3 doanh thu v\u00e0 c\u00e1c KPI ph\u1ea3n \u00e1nh ch\u1ea5t l\u01b0\u1ee3ng b\u00e1n h\u00e0ng chi\u1ebfm t\u1ef7 tr\u1ecdng cao nh\u1ea5t.<\/p>\n

      5.4 X\u00e2y d\u1ef1ng KPI ph\u00f9 h\u1ee3p v\u1edbi t\u1eebng v\u1ecb tr\u00ed v\u00e0 giai \u0111o\u1ea1n ph\u00e1t tri\u1ec3n<\/h3>\n

      Kh\u00f4ng c\u00f3 m\u1ed9t m\u1eabu KPI cho nh\u00e2n vi\u00ean kinh doanh n\u00e0o ph\u00f9 h\u1ee3p v\u1edbi m\u1ecdi doanh nghi\u1ec7p. B\u1ed9 KPI c\u1ee7a nh\u00e2n vi\u00ean Sales B2B s\u1ebd kh\u00e1c Sales B2C; KPI c\u1ee7a nh\u00e2n vi\u00ean m\u1edbi c\u0169ng kh\u00f4ng n\u00ean gi\u1ed1ng nh\u00e2n vi\u00ean c\u00f3 nhi\u1ec1u n\u0103m kinh nghi\u1ec7m.<\/p>\n

      Ch\u1eb3ng h\u1ea1n, trong giai \u0111o\u1ea1n th\u1eed vi\u1ec7c, doanh nghi\u1ec7p c\u00f3 th\u1ec3 \u01b0u ti\u00ean c\u00e1c ch\u1ec9 s\u1ed1 v\u1ec1 ho\u1ea1t \u0111\u1ed9ng nh\u01b0 s\u1ed1 cu\u1ed9c g\u1ecdi, s\u1ed1 kh\u00e1ch h\u00e0ng \u0111\u01b0\u1ee3c ti\u1ebfp c\u1eadn ho\u1eb7c s\u1ed1 bu\u1ed5i g\u1eb7p kh\u00e1ch h\u00e0ng. Khi nh\u00e2n vi\u00ean \u0111\u00e3 \u1ed5n \u0111\u1ecbnh, tr\u1ecdng t\u00e2m n\u00ean chuy\u1ec3n sang doanh thu, l\u1ee3i nhu\u1eadn, t\u1ef7 l\u1ec7 chuy\u1ec3n \u0111\u1ed5i, kh\u1ea3 n\u0103ng gi\u1eef ch\u00e2n kh\u00e1ch h\u00e0ng.<\/p>\n

      B\u00ean c\u1ea1nh \u0111\u00f3, KPI c\u0169ng c\u1ea7n thay \u0111\u1ed5i theo m\u1ee5c ti\u00eau kinh doanh t\u1eebng giai \u0111o\u1ea1n. Khi doanh nghi\u1ec7p m\u1edf r\u1ed9ng th\u1ecb tr\u01b0\u1eddng, ch\u1ec9 ti\u00eau v\u1ec1 kh\u00e1ch h\u00e0ng m\u1edbi n\u00ean \u0111\u01b0\u1ee3c \u01b0u ti\u00ean. N\u1ebfu m\u1ee5c ti\u00eau l\u00e0 n\u00e2ng cao l\u1ee3i nhu\u1eadn, doanh nghi\u1ec7p c\u1ea7n t\u0103ng tr\u1ecdng s\u1ed1 cho c\u00e1c KPI li\u00ean quan \u0111\u1ebfn bi\u00ean l\u1ee3i nhu\u1eadn ho\u1eb7c doanh thu tr\u00ean m\u1ed7i kh\u00e1ch h\u00e0ng.<\/p>\n

      5.5 Minh b\u1ea1ch c\u00f4ng th\u1ee9c t\u00ednh, ch\u00ednh s\u00e1ch th\u01b0\u1edfng<\/h3>\n

      M\u1ed9t trong nh\u1eefng nguy\u00ean nh\u00e2n khi\u1ebfn nh\u00e2n vi\u00ean kh\u00f4ng \u0111\u1ed3ng thu\u1eadn v\u1edbi KPI l\u00e0 kh\u00f4ng hi\u1ec3u c\u00e1ch t\u00ednh \u0111i\u1ec3m ho\u1eb7c kh\u00f4ng bi\u1ebft k\u1ebft qu\u1ea3 KPI \u1ea3nh h\u01b0\u1edfng nh\u01b0 th\u1ebf n\u00e0o \u0111\u1ebfn thu nh\u1eadp.<\/p>\n

      Ngay t\u1eeb \u0111\u1ea7u k\u1ef3 \u0111\u00e1nh gi\u00e1, HR c\u1ea7n c\u00f4ng b\u1ed1 r\u00f5 c\u00f4ng th\u1ee9c t\u00ednh, tr\u1ecdng s\u1ed1 c\u1ee7a t\u1eebng KPI, ngu\u1ed3n d\u1eef li\u1ec7u s\u1eed d\u1ee5ng v\u00e0 m\u1ed1i li\u00ean h\u1ec7 gi\u1eefa k\u1ebft qu\u1ea3 KPI v\u1edbi ch\u00ednh s\u00e1ch l\u01b0\u01a1ng, th\u01b0\u1edfng ho\u1eb7c x\u00e9t t\u0103ng l\u01b0\u01a1ng. Khi m\u1ecdi ti\u00eau ch\u00ed \u0111\u1ec1u \u0111\u01b0\u1ee3c th\u1ed1ng nh\u1ea5t ngay t\u1eeb \u0111\u1ea7u, doanh nghi\u1ec7p s\u1ebd gi\u1ea3m \u0111\u00e1ng k\u1ec3 c\u00e1c tranh ch\u1ea5p trong qu\u00e1 tr\u00ecnh \u0111\u00e1nh gi\u00e1.<\/p>\n

      \u0110\u00e2y c\u0169ng l\u00e0 y\u1ebfu t\u1ed1 quan tr\u1ecdng gi\u00fap m\u1eabu \u0111\u00e1nh gi\u00e1 KPI cho nh\u00e2n vi\u00ean kinh doanh tr\u1edf th\u00e0nh c\u00f4ng c\u1ee5 t\u1ea1o \u0111\u1ed9ng l\u1ef1c thay v\u00ec ch\u1ec9 l\u00e0 ph\u01b0\u01a1ng ph\u00e1p ki\u1ec3m so\u00e1t hi\u1ec7u su\u1ea5t.<\/p>\n

      5.6 Theo d\u00f5i KPI theo th\u1eddi gian th\u1ef1c thay v\u00ec t\u1ed5ng h\u1ee3p cu\u1ed1i k\u1ef3<\/h3>\n

      Nhi\u1ec1u doanh nghi\u1ec7p v\u1eabn theo d\u00f5i KPI b\u1eb1ng Excel v\u00e0 ch\u1ec9 t\u1ed5ng h\u1ee3p d\u1eef li\u1ec7u v\u00e0o cu\u1ed1i th\u00e1ng. C\u00e1ch l\u00e0m n\u00e0y khi\u1ebfn nh\u00e0 qu\u1ea3n l\u00fd kh\u00f3 ph\u00e1t hi\u1ec7n s\u1edbm c\u00e1c v\u1ea5n \u0111\u1ec1 ph\u00e1t sinh, \u0111\u1ed3ng th\u1eddi m\u1ea5t nhi\u1ec1u th\u1eddi gian \u0111\u1ed1i chi\u1ebfu d\u1eef li\u1ec7u t\u1eeb nhi\u1ec1u ngu\u1ed3n kh\u00e1c nhau.<\/p>\n

      Xu h\u01b0\u1edbng hi\u1ec7n nay l\u00e0 theo d\u00f5i KPI theo th\u1eddi gian th\u1ef1c th\u00f4ng qua c\u00e1c h\u1ec7 th\u1ed1ng CRM ho\u1eb7c ph\u1ea7n m\u1ec1m qu\u1ea3n tr\u1ecb nh\u00e2n s\u1ef1. Khi d\u1eef li\u1ec7u doanh s\u1ed1, kh\u00e1ch h\u00e0ng, k\u1ebft qu\u1ea3 b\u00e1n h\u00e0ng \u0111\u01b0\u1ee3c c\u1eadp nh\u1eadt t\u1ef1 \u0111\u1ed9ng, HR v\u00e0 tr\u01b0\u1edfng b\u1ed9 ph\u1eadn c\u00f3 th\u1ec3 theo d\u00f5i ti\u1ebfn \u0111\u1ed9 th\u1ef1c hi\u1ec7n KPI h\u1eb1ng ng\u00e0y, nhanh ch\u00f3ng ph\u00e1t hi\u1ec7n nh\u00e2n vi\u00ean c\u00f3 nguy c\u01a1 kh\u00f4ng \u0111\u1ea1t m\u1ee5c ti\u00eau \u0111\u1ec3 h\u1ed7 tr\u1ee3 k\u1ecbp th\u1eddi.<\/p>\n

      6. Qu\u1ea3n l\u00fd KPI v\u00e0 \u0111\u00e1nh gi\u00e1 nh\u00e2n vi\u00ean hi\u1ec7u qu\u1ea3 v\u1edbi ph\u1ea7n m\u1ec1m L\u1ea1c Vi\u1ec7t SureHCS<\/h2>\n

      Khi quy m\u00f4 doanh nghi\u1ec7p ng\u00e0y c\u00e0ng l\u1edbn, vi\u1ec7c qu\u1ea3n l\u00fd KPI b\u1eb1ng b\u1ea3ng t\u00ednh s\u1ebd b\u1ed9c l\u1ed9 nhi\u1ec1u h\u1ea1n ch\u1ebf nh\u01b0 d\u1eef li\u1ec7u ph\u00e2n t\u00e1n, kh\u00f3 ki\u1ec3m so\u00e1t phi\u00ean b\u1ea3n, d\u1ec5 sai c\u00f4ng th\u1ee9c m\u1ea5t nhi\u1ec1u th\u1eddi gian t\u1ed5ng h\u1ee3p b\u00e1o c\u00e1o.<\/p>\n

      Thay v\u00ec x\u1eed l\u00fd th\u1ee7 c\u00f4ng, nhi\u1ec1u doanh nghi\u1ec7p l\u1ef1a ch\u1ecdn tri\u1ec3n khai ph\u1ea7n m\u1ec1m qu\u1ea3n tr\u1ecb nh\u00e2n s\u1ef1 v\u00e0 hi\u1ec7u su\u1ea5t \u0111\u1ec3 t\u1ef1 \u0111\u1ed9ng h\u00f3a to\u00e0n b\u1ed9 quy tr\u00ecnh. C\u00e1c h\u1ec7 th\u1ed1ng nh\u01b0 L\u1ea1c Vi\u1ec7t SureHCS cho ph\u00e9p doanh nghi\u1ec7p thi\u1ebft l\u1eadp KPI theo t\u1eebng v\u1ecb tr\u00ed, ph\u00f2ng ban ho\u1eb7c chi nh\u00e1nh; t\u1ef1 \u0111\u1ed9ng t\u00ednh \u0111i\u1ec3m d\u1ef1a tr\u00ean d\u1eef li\u1ec7u th\u1ef1c t\u1ebf; theo d\u00f5i m\u1ee9c \u0111\u1ed9 ho\u00e0n th\u00e0nh KPI theo th\u1eddi gian th\u1ef1c, li\u00ean k\u1ebft tr\u1ef1c ti\u1ebfp v\u1edbi quy tr\u00ecnh \u0111\u00e1nh gi\u00e1 hi\u1ec7u su\u1ea5t, t\u00ednh th\u01b0\u1edfng ho\u1eb7c x\u00e9t t\u0103ng l\u01b0\u01a1ng.<\/p>\n

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      L\u1ea0C VI\u1ec6T SUREHCS – QU\u1ea2N TR\u1eca NH\u00c2N S\u1ef0 TI\u1ec0N L\u01af\u01a0NG C&B, T\u00d9Y CH\u1ec8NH CHUY\u00caN S\u00c2U CHO DOANH NGHI\u1ec6P L\u1edaN<\/strong><\/p><\/div>

      L\u1ea1c Vi\u1ec7t SureHCS l\u00e0 ph\u1ea7n m\u1ec1m HRM qu\u1ea3n l\u00fd nh\u00e2n s\u1ef1 to\u00e0n di\u1ec7n, \u0111\u01b0\u1ee3c ph\u00e1t tri\u1ec3n b\u1edfi L\u1ea1c Vi\u1ec7t \u2013 \u0111\u01a1n v\u1ecb h\u01a1n 30 n\u0103m kinh nghi\u1ec7m trong l\u0129nh v\u1ef1c ph\u1ea7n m\u1ec1m qu\u1ea3n tr\u1ecb doanh nghi\u1ec7p t\u1ea1i Vi\u1ec7t Nam v\u1edbi ti\u00eau chu\u1ea9n qu\u1ed1c t\u1ebf nh\u01b0 CMMI Level\u202f3, ISO 9001:2015 v\u00e0 ISO 27001:2013.<\/p>

      SureHCS kh\u00f4ng ch\u1ec9 \u0111\u00e1p \u1ee9ng c\u00e1c nghi\u1ec7p v\u1ee5 nh\u00e2n s\u1ef1 ti\u00eau chu\u1ea9n, m\u00e0 \u0111\u01b0\u1ee3c thi\u1ebft k\u1ebf \u0111\u1ec3 x\u1eed l\u00fd c\u00e1c b\u00e0i to\u00e1n nh\u00e2n s\u1ef1 \u2013 C&B \u2013 ti\u1ec1n l\u01b0\u01a1ng ph\u1ee9c t\u1ea1p, quy m\u00f4 l\u1edbn, \u0111a c\u00f4ng ty, \u0111a ng\u00e0nh, \u0111\u1eb7c bi\u1ec7t ph\u00f9 h\u1ee3p v\u1edbi doanh nghi\u1ec7p FDI, t\u1eadp \u0111o\u00e0n, nh\u00e0 m\u00e1y s\u1ea3n xu\u1ea5t, logistics, h\u00e0ng kh\u00f4ng, kh\u00e1ch s\u1ea1n, th\u01b0\u01a1ng m\u1ea1i \u2013 d\u1ecbch v\u1ee5.<\/p>

      H\u1ec7 th\u1ed1ng \u0111\u01b0\u1ee3c tri\u1ec3n khai linh ho\u1ea1t On-premise ho\u1eb7c theo m\u00f4 h\u00ecnh t\u00f9y ch\u1ec9nh chuy\u00ean s\u00e2u, gi\u00fap doanh nghi\u1ec7p t\u1ef1 \u0111\u1ed9ng h\u00f3a to\u00e0n b\u1ed9 quy tr\u00ecnh nh\u00e2n s\u1ef1 \u2013 ch\u1ea5m c\u00f4ng \u2013 t\u00ednh l\u01b0\u01a1ng \u2013 ph\u00fac l\u1ee3i \u2013 b\u1ea3o hi\u1ec3m, thay th\u1ebf ho\u00e0n to\u00e0n vi\u1ec7c qu\u1ea3n l\u00fd th\u1ee7 c\u00f4ng b\u1eb1ng Excel r\u1eddi r\u1ea1c.<\/p>

      C\u00e1c ph\u00e2n h\u1ec7 c\u1ed1t l\u00f5i c\u1ee7a ph\u1ea7n m\u1ec1m nh\u00e2n s\u1ef1 L\u1ea1c Vi\u1ec7t SureHCS:<\/b><\/p>

      • Ph\u00e2n h\u1ec7 Tuy\u1ec3n d\u1ee5ng \u2013 \u0110\u00e0o t\u1ea1o:<\/b><\/span><\/em> Qu\u1ea3n l\u00fd xuy\u00ean su\u1ed1t tuy\u1ec3n d\u1ee5ng, h\u1ed9i nh\u1eadp \u0111\u00e0o t\u1ea1o nh\u00e2n s\u1ef1, h\u1ed7 tr\u1ee3 x\u00e2y d\u1ef1ng Talent Pipeline cho doanh nghi\u1ec7p quy m\u00f4 l\u1edbn.<\/span><\/li>
      • C\u1ed5ng th\u00f4ng tin & Qu\u1ea3n l\u00fd h\u1ed3 s\u01a1 nh\u00e2n s\u1ef1<\/span><\/em>:<\/b> L\u01b0u tr\u1eef h\u1ed3 s\u01a1 nh\u00e2n s\u1ef1 \u0111i\u1ec7n t\u1eed t\u1eadp trung, c\u1ed5ng self-service cho ng\u01b0\u1eddi lao \u0111\u1ed9ng v\u00e0 k\u00fd h\u1ee3p \u0111\u1ed3ng lao \u0111\u1ed9ng \u0111i\u1ec7n t\u1eed ngay tr\u00ean h\u1ec7 th\u1ed1ng.<\/span><\/li>
      • Ph\u00e2n h\u1ec7 Ch\u1ea5m c\u00f4ng<\/em><\/span>:<\/b> Ch\u1ea5m c\u00f4ng \u0111a h\u00ecnh th\u1ee9c (v\u00e2n tay, nh\u1eadn di\u1ec7n khu\u00f4n m\u1eb7t Face ID, GPS, Wifi, online), k\u1ebft n\u1ed1i nhi\u1ec1u lo\u1ea1i m\u00e1y ch\u1ea5m c\u00f4ng, h\u1ed7 tr\u1ee3 ch\u1ea5m c\u00f4ng theo gi\u1edd, theo ca, ca linh ho\u1ea1t cho nh\u00e0 m\u00e1y v\u00e0 kh\u00e1ch s\u1ea1n.<\/span><\/li>
      • Ph\u00e2n h\u1ec7 T\u00ednh l\u01b0\u01a1ng & C&B<\/span><\/em>:<\/b> T\u1ef1 \u0111\u1ed9ng t\u00ednh l\u01b0\u01a1ng theo nhi\u1ec1u m\u00f4 h\u00ecnh (gi\u1edd, ca, s\u1ea3n ph\u1ea9m, 3P, KPI hi\u1ec7u su\u1ea5t\u2026), li\u00ean k\u1ebft tr\u1ef1c ti\u1ebfp d\u1eef li\u1ec7u ch\u1ea5m c\u00f4ng \u2013 hi\u1ec7u su\u1ea5t \u2013 ph\u00fac l\u1ee3i, thay th\u1ebf ho\u00e0n to\u00e0n t\u00ednh l\u01b0\u01a1ng th\u1ee7 c\u00f4ng b\u1eb1ng Excel.<\/span><\/li>
      • Ph\u00fac l\u1ee3i \u2013 BHXH \u2013 Chi l\u01b0\u01a1ng<\/span><\/em>:<\/b> Qu\u1ea3n l\u00fd ph\u00fac l\u1ee3i linh ho\u1ea1t, t\u00edch h\u1ee3p\u00a0BHXH online iCare \u0111i\u1ec7n t\u1eed v\u00e0 Bank Hub chi l\u01b0\u01a1ng t\u1ef1 \u0111\u1ed9ng, h\u1ed7 tr\u1ee3 chi tr\u1ea3 \u0111a ti\u1ec1n t\u1ec7 cho doanh nghi\u1ec7p FDI. T\u00edch h\u1ee3p ch\u1eef k\u00fd s\u1ed1 ch\u1ee9ng t\u1eeb thu\u1ebf TNCN, t\u00edch h\u1ee3p k\u00fd s\u1ed1 h\u1ee3p \u0111\u1ed3ng lao \u0111\u1ed9ng \u0111i\u1ec7n t\u1eed.<\/span><\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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        <\/div>\n\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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        T\u00cdCH H\u1ee2P AI T\u0102NG T\u1ed0C CHUY\u1ec2N \u0110\u1ed4I S\u1ed0 QU\u1ea2N TR\u1eca NGU\u1ed2N NH\u00c2N L\u1ef0C<\/strong><\/span><\/p>

        L\u1ea1c Vi\u1ec7t \u0111\u00e3 ch\u00ednh th\u1ee9c ra m\u1eaft B\u1ed9 3 tr\u1ee3 l\u00fd AI nh\u00e2n s\u1ef1 t\u00edch h\u1ee3p s\u00e2u v\u00e0o LV SureHCS g\u1ed3m LV-AI.Docs, LV\u2011AI.Resume v\u00e0 LV\u2011AI.Help \u0111\u1ec3 t\u1ef1 \u0111\u1ed9ng h\u00f3a c\u00e1c t\u00e1c v\u1ee5 h\u00e0nh ch\u00ednh, chu\u1ea9n h\u00f3a d\u1eef li\u1ec7u n\u00e2ng cao tr\u1ea3i nghi\u1ec7m nh\u00e2n s\u1ef1<\/span><\/p>

        • LV\u2011AI.Docs<\/strong>: t\u1ef1 \u0111\u1ed9ng b\u00f3c t\u00e1ch chuy\u1ec3n d\u1eef li\u1ec7u t\u1eeb gi\u1ea5y t\u1edd nh\u01b0 CCCD, s\u1ed5 BHXH, b\u1eb1ng c\u1ea5p th\u00e0nh h\u1ed3 s\u01a1 k\u1ef9 thu\u1eadt s\u1ed1 chu\u1ea9n h\u00f3a<\/span><\/li>
        • LV\u2011AI.Resume<\/strong>: t\u1ef1 \u0111\u1ed9ng b\u00f3c t\u00e1ch CV m\u1ecdi \u0111\u1ecbnh d\u1ea1ng, <\/span>ph\u00e2n t\u00edch CV t\u1ef1 \u0111\u1ed9ng, x\u00e2y h\u1ed3 s\u01a1 \u1ee9ng vi\u00ean, t\u00ecm ng\u01b0\u1eddi \u0111\u00fang ti\u00eau ch\u00ed b\u1eb1ng prompt th\u00f4ng minh, khai th\u00e1c d\u1eef li\u1ec7u candidate pool hi\u1ec7u qu\u1ea3\u00a0<\/span><\/li>
        • LV\u2011AI.Help<\/strong>: chatbot n\u1ed9i b\u1ed9 h\u1ed7 tr\u1ee3 tr\u1ea3 l\u1eddi c\u00e2u h\u1ecfi HR 24\/7, truy xu\u1ea5t bi\u1ec3u m\u1eabu quy tr\u00ecnh nhanh ch\u00f3ng theo ng\u1eef c\u1ea3nh ng\u01b0\u1eddi d\u00f9ng<\/span><\/li><\/ul>