Best practice – Insights for S&R companies

KPI:s for Staffing & Recruiting

Contrary to typical cut-and-dry sales teams, staffing and recruiting consists of more than just closing deals and calling it a day. As soon as a deal is made, or a contract is done, a project starts.

These projects need maintaining and an easy way to visualize initiated and completed assignments in order to secure a steady revenue stream for the foreseeable future. This measurement point is also a great key result indicator as it will show dips in the past, which allows for detecting a potential risk.

Typically, the setup looks something like this:

• An opportunity is created in Upsales (25-90%)
  • Turnover shows the entire deal size
• -> opportunity is "Approved" (90%)
• -> opportunity is "Appointed" (99%)
  • Start & End date is added to display the duration of the assignment
• -> opportunity is closed -> This is called the "Margin" -stage
• -> Turnover and Margin is displayed in Insights for Staffing & Recruiting
  • Turnover in, Margin in
  • Turnover out, Margin out
  • Assignments initiated
  • Assignments completed

Typical S&R clients use/measure...

• Ongoing engagements
• Started and completed engagements
• Net Sales Margins from started contra completed engagements
• Agreed orders (usually a 99% order stage)
• Filled positions (100%)
• Hitrate from
• Appointment -> Opportunity
• Opportunity -> Closed Deal