マーケティング
公開日:2017.12.13

的確で明確なKPIを設定するということ

ビジネスをしていれば当たり前のように使う「KPI」。ビジネスの指標としてなくてはならないKPIですが、これを間違えるとビジネスは間違った方向に進むことになります。KPIを正しく理解して、正しく設定することによって、ゴールにたどり着くことができます。

 

まずは改めて、KPIとは何か見てみましょう。

KPIとは、「key performance indicator」の略で、ビジネス、チームなどの目標の達成度を測定するための重要指標のことです。「重要業績評価指標」と言われます。

ちなみにKPIとともに使われる言葉にKGIがあります。これは、「Key Goal Indicator」の略で、「重要目標達成指標」とも言われます。

KGIは最終的なゴール(目的)を示すもので、KPIは、実際にその目的に向かうためにすべきことが、しっかりとゴールに向かっているかどうかを測るための重要な指標となります。よって、KPIはKGIを前提にしているということです。

 

例えば、KGIは売上1億円とするならば、

「売上 = 顧客数 × 顧客単価 × リピート率」

から考えて、売上1億円を作るために何をするべきか、どこをどのような数値にするべきかを考えます。

顧客単価が30,000円として、必要な顧客数を増やすために、

・サイトの流入数をどれだけにするか
・契約件数をいくつにするか
・CPAをいくらにするか

実際の営業であれば、

・訪問件数
・アポの件数

というような指標がKPIの候補となります。

 

何事も目的や目標の設定が必要なように、ビジネスでも目的と目標を明確に設定する必要があります。目的がKGI、目標がKPIとなります。このKPI目標を達成することによって、「売上1億円」という目的を達成できるという訳です。ですので、KPIの指標を間違えれば、最終ゴールである「売上1億円」は達成することができません。そして、チーム内で目指す指標が違ったり、統一されていなければ、目指す場所が異なってしまいます。

そもそも認知拡大のためにKPIをサイトの流入にするのか、CV数増加のためにCPAにするのかで、施策は全く変わってきますね。KPIを間違えるということは、ボーリングで言うと隣のレーンに投げてストライクを取って喜ぶというような状況にもなりかねません。

ですので、的確なKPIの指標と数値の設定が必要となります。その数値は具体的なものでなければなりませんが、設定数値は手の届かないような高い数値では意味がありません。

 

では、Web集客においてどのようなKPIを設定したら良いのでしょうか。

大きく分けて3つあります。

 

認知拡大

・Webサイトへの流入数
・Webサイトのユニークユーザー数
・広告の表示回数
・広告のクリック数
・SNSのフォロワー数、いいね数

 

見込み客獲得

・顧客リスト獲得
・お問い合わせ
・資料請求

 

顧客獲得

・CV獲得(予約・購入・申込など)
・顧客単価

 

Webマーケティングでは、常に効果測定をしてPDCAを回していくことで、目的を達成することに繋がります。ビジネスの目的は、売上や利益を出すことになりますが、現状のフェーズに合わせて、的確なKPIの設定をすることが成功への道標になるでしょう。

 

 

執筆者:才田 真未 (https://woman.xlab-online.com)

前職はウエディングプランナー。現在は、2人の育児をしながらリスティング広告、Facebook広告などのweb広告運用やセミナーを開催。多角的視点から考える広告運用やマーケティング情報をお届けします。

この記事が気に入ったらいいねしよう!

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