5 Biggest Mistakes when it comes to KPIs

Selecting the right Key Performance Indicators (KPIs) is hard!

Peter Drucker is famously attributed for saying “If you can’t measure it, you can’t manage it.”

But are you measuring (and managing) the right things?

5 Biggest Mistakes when it comes to KPIs

1) Measuring what is easy to measure – Often times companies select KPIs based on the available data at their disposal. Too many KPIs (just because you have the data) can easily be a distraction instead of providing focus, especially if the output of what is being measured is not actionable.

2) Measuring lagging indicators instead of leading indicators – A leading indicator looks forward at future outcomes and events (e.g. # of sales calls made, etc. ). A lagging indicator looks back at whether the intended result was achieved (e.g. revenue, profit, etc.). This means leading indicators are often harder to measure and easier to influence, whereas lagging indicators are easier to measure and harder to influence.

3) Not linking KPIs with business objectives and strategy – For KPIs to be effective they need to measure both operational and strategic objectives. Do your KPIs help let you know whether you are on track to meet these objectives or not? If not, they are most likely not useful.

4) Over incentivizing KPIs – When KPIs are directly linked to personal incentives, the KPI often becomes the target and primary focus, rather than a useful management tool to help with decision making, allocation of resources, and strategy evaluation. Are your KPIs driving the right behaviors?

5) Not continually re-evaluating KPI effectiveness – Best-in-class companies continually challenge and question whether the current KPIs are effectively providing value. KPIs should provide easy actionability that allows for course correction towards their respective operational and strategic objectives. But KPIs, and their associated targets (especially when new), may just be an educated guess. Ensure there is a dedicated resource assigned to regularly evaluate KPI effectiveness instead of just managing the KPIs themselves.

Anything you would add to the list?

Thanks Marketoonist for the great graphic!