Leadership

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Stoplight Report

Purpose: To accurately track and report our Success Metric and Key Performance Indictors (KPI’s) to help our team stay on track and have the information to make great decisions on a weekly basis.

Stoplight Report Creation

  • Create the Stoplight Report. Create a copy of the Stoplight Report from the Template.

  • Analyze the SIPOC. The SIPOC is the customer journey and it asks the following questions.

    • Supply - Where do the leads come from?

    • Input - How do we qualify them?

    • Process - How is the purchase made?

    • Output - How did we deliver to them with time and value?

    • Customer - What was the customer’s experience?

  • Add the Success Metric and KPI’s. The KPI’s will show up between each of the questions. The Success Metric is the single, most important metric that indicates our future success. Typically this is the between Supply and Input (such as proposals, etc). Below are suggested KPI’s.

    • Marketing and Sales - New leads, appointments set, sales calls, sales meetings, proposals, closed business, close ratio, expected revenue, actual revenue, errors, page views, clicks, info requests, web conversions

    • Operations - Errors, customer problems, waste, warranty claims, overtime, unbillable hours, cost per unit, average hourly rate, delivery/shipping, utilization rate

    • Finance - Cash on hand, revenue, expenses, average profit per deal, cost per lead, cost per contract, processes documented, outstanding debt.

    • Personnel - Employee satisfaction, late employees, appointments missed, sick days, open positions, payroll, SLA’s, unemployment claims, team development, training, management metrics.

  • Add the owner. The owner is the person that is responsible for achieving that number. If they are responsible for it, they are given the authority to make decisions on how it should be done.

  • Add the source. The source is where the information for the KPI will be found. (Found at the end)

  • Add the weekly targets. Add the yearly target and break it down into a weekly targets. (Found at the end)