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