KPIs and metrics are often misunderstood to have similar objectives. However, they’re not the same, and continuing to use them on equal terms will hamper your business goals. In this blog, we’ll help you differentiate both and also how to use them for more revenue and devise better strategies to reach your goals.
If I had to explain the difference between KPIs and metrics in a line, then it would be— all KPIs are metrics, but not all metrics are KPIs. KPIs are the foundation for a metric to track any results.
So while you think it is alright with exchanging these two terms synonymously, it's not. It will significantly affect your business's performance. Because there are high chances, you're focused on the wrong measurement.
Metrics are the values that give you insights into how your efforts generate revenue. It is a quantifiable measure to track performances and a crucial way to measure data. When you understand the effectiveness of campaigns, it shapes your current and future marketing strategies.
But businesses have an endless list of metrics to monitor, measure, or track. From web traffic to conversion rates, Facebook likes and shares, and purchases.
Theoretically, this sounds great. But as the data increases, the load to track the metric increases too. In most cases, the overwhelming amount of data becomes a distraction.
When you try to improve the various metrics, there is a high probability that you will even forget to ask yourself whether these improvements will positively affect your bottom line, which is mainly fulfilling your business objectives.
Does getting more likes on social media is directly proportional to ROI? Not really. This is why you must identify which of your metrics are key performance indicators.
With that, you'll be able to prioritize them while you optimize them to improve your business. But to do that, you need to know the difference between KPIs and metrics.
The key performance indicators can include bookings, backlog, utilization, effective billable rate, revenue leakage, and many more for professional services. There are many KPIs for every department and industry, which is why a sample KPI library can be useful as a starting point in performance management.
Similarly, in a retail setting, the key performance indicators range from customer acquisition, stock turnover, average customer spending, customer satisfaction, among others.
As seen in the earlier instances, KPIs are often dependent on the industry and the business model. This is because these metrics directly impact the particular business objectives.
The main difference between a metric and KPI is that KPIs are attached to a specific time frame such as a month or a quarter but a metric isn’t to one because you need to track them everyday for various purposes.
Connection with goals
Tied to a specific goal
Various data points when collected together form a KPI
KPIs are goals attached to a timeframe
Metrics aren’t tied to a timeframe because it's an everyday necessity.
A KPI drills down to your revenue
Metrics help you diagnose the cause of why or why not you’ve achieved your business goals.
KPIs help you decide the right metric for your business goals.
Without KPIs you cannot decide on any handful of metrics.
KPI is a business metric tied to a specific goal by a specific team. Whereas metrics are different data points in your funnels that, when collected together, create a KPI.
For example, you want 5000 people to register for your webinar. But to track that one goal, you need to measure the number of sign-ups, a number of website visitors, click on the ads, and the conversion rate of the webinar landing page.
The goal of 5000 registrants for the webinar is your key performance indicator, and the number of sign-ups, website visitors, click-through ads, and conversion rate are your metrics. And certainly, your KPI can have multiple metrics, but a group of metrics can only have one KPI.
Key performance indicators are goals you need to achieve in a certain period of time. And metrics aren't tied to a timeframe because you need them every time.
The KPIs have a timeframe, but metrics are general and crucial growth marketing numbers like conversion rate, traffic rate, bounce rate, pages per visit, number of website visitors, among others.
For example, you want to generate X number of traffic within 90 days. And to measure its progress, you'll track returning visitors, website traffic, total churn rate, retention time, shares on social media, etc.
But it's not like you're especially targeting these metrics for one KPI; you're already tracking them since the day you've taken your business in the digital paradigm. Whereas you target KPI for a specific business objective.
The official definition of KPI is really broad, but a true KPI always goes back to how your company creates more revenue. For example, sales leads, ROI (return on investment), cost per lead, etc.
Whereas metrics help you diagnose why your KPIs are going in any right or wrong directions.
Let's say you're watching a play, and you see some of the characters that only appear during a few scenes, some in almost every scene, and there are main characters, and without them, you cannot finish a drama successfully.
These main characters are your KPIs, and others are your metrics. There are various metrics to choose from, but some are more essential than others when you think of the business.
And these business goals are your KPIs. Without KPIs you cannot go haywire and choose any handful or metrics you think best for your business objectives.
There are countless KPIs and metrics to choose from and it’s easy to get lost rather than hitting the bull’s eye. Here’s a list of KPIs and metrics examples for better understanding.
Here are four crucial business metrics you should track to measure performance in business:
Keeping a tab on sales revenue allows you to measure your financial performance. These are the sales you make by selling your products and deducting the cost of returned items and products that never got delivered.
By tracking this important metric, you can know about:
While measuring sales revenue and setting strategic goals, consider external factors that might affect the results. It can be fluctuation in the market, competitor activity, or any new government policy. This will help you decide if you need to tweak your strategy to increase your sales revenue.
Customer churn rate depicts the number of users who stop using your product after some time. And you don't want this metric to increase. Here is how you can calculate customer churn rate:
Number of cancellations in that time/ total number of customers over that same period *100
Reducing churn should be one of your priorities because you cannot go on and let users leave your platform while you spend five times more to acquire a new customer.
Business is not only about selling to more people every time but also keeping your existing customer satisfied simultaneously. And to measure customer satisfaction, you need to understand how your customers are feeling.
CSAT (customer satisfaction rate) is an important metric that helps you to measure customer happiness. So you need to create a scale in 1-5 range and ask customers to rate their experience with your product or business.
You can use numbers, stars, and smiley faces to create a CSAT scale. Make sure you keep your CSAT questions limited to one experience and not bombard them with tons of different questions tied to different scenarios.
This way, you can generate maximum responses. To calculate the ultimate CSAT score, add the sum of all scores and then divide it by the number of respondents.
CAC (customer acquisition costs) tells you about the expenses of acquiring new customers. By keeping a tab on this important metric, you get to know about the real growth of your business.
For example, you witness significant growth in your customer base, but you don't see much of a profit. This could be because you're spending too much on marketing.
And you'll need to work on a tighter marketing budget for a while to see if that affects your profits and customer growth.
Now that you know the difference between metrics and KPIs, you would probably be concerned about identifying which KPIs contribute to your business growth. How do you determine the specific KPIs to measure for your business? Here are the three simple steps to follow:
Discussions regarding KPIs often lead to the strategic business plans and business goals. Regardless of your specific business goals, you need to have a clear vision of what you're trying to achieve.
Instead of creating a seemingly unproductive list of business goals, you should consider choosing a specific business goal for the year. This serves as a guide to help you choose the specific KPI to focus on.
And the right way to determine your business goals depends upon your situation and various factors surrounding it. But you need to ensure that you set SMART goals, where
Here are a few questions you need to ask yourself to get a clearer idea about your goals.
Using KPIs in your business doesn't stop at setting a business goal for the year. After identifying your business goal, the next is to examine the important metrics you are already tracking for your business.
All these metrics are relevant to your business performances, but not all of them are directly related to your business goals. While you need to keep your eyes on them, they do not qualify as key performance indicators.
In this phase, you’ll have to determine the specific metrics that directly contribute to achieving your overarching business goal. And, the most important KPI is the same metric to use for your business goals.
Because they seem to be the clearest and closest indicator of your business performance, for instance, if you have set out a business goal relating to your customer satisfaction, the most valuable KPIs will be the CSAT score and net promoter score.
Although there is a lot of debate around how many KPIs are enough, you should focus on 2-3 KPIs because let's be honest, you don't have 5-10 metrics that are key performance indicators.
You can also use a KPI dashboard to make the tracking process easier for KPIs and metrics. Creating a KPI dashboard helps you organize data and visualize countless metrics and data that you might overlook while reviewing it from traditional spreadsheets.
Once you have been able to identify the three key performance indicators to concentrate on, you need to review them regularly. Individually, you can consider reviewing these KPIs in the following intervals:
So if you get off track, you'll notice it quickly and take appropriate measures to contribute to your business success.
You cannot grow a business with confusion around goals. Setting clearer business goals will make it easier for you to communicate the same with everyone in the company, along with identifying the data you need to set the right KPI and metric.
And one of the greatest advantages of knowing the difference between KPIs and metrics is to turn the overwhelming amount of data into actionable insights that help you achieve your goals and measure them.