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The Rs. 1,500 crore industrial production and manufacturing group, Sheela Foam Pvt. Ltd., has taken a bottom-to-top approach in order to measure the key performance index of its external and internal customers. To this end, the company has deployed a KPI application integrated with its home-grown Great Plus ERP system. According to Sheela Foam's CIO, Pertisth Mankotia, the KPI tool is implemented at the dealer level and, from there, it is escalated to the distributor, zonal sales, head office sales, senior management and finally to the members of the board.
The company has enveloped all of its 3,000 dealers, 70 distributors and 1,000 employees under the ambit of the KPI tool in order to evolve a quantifiable measurement ratio of their goals and performance.
Mankotia's initiative around deploying a KPI tool is not without a reason, which is purely driven by the need to grow. He maintained, "In the last few years, the company has grown at a CAGR of 25% and it has a target to grow by 55%."
"With over 90% of our business coming from the distributor and dealer network, it is critical to enhance the performance of these entities along with the performance of employees in order to meet the desired revenue targets," added Mankotia.
Early this year, Mankotia and his team thought of this tool, which evolved from the need to enhance the efficiency of each individual and partner and make them accountable for the same. The various parameters and indicators on which these folks were evaluated included quantity, practical evaluation, directional evaluation and actionable, which meant how they executed their roles.
The functionality that the tool tracked included...