Activity KPIs
- Calls made and connected
- Meetings and client visits
- New jobs added
- Candidates registered
Activity is a leading indicator, so track it weekly and by consultant.
Pipeline conversion
Track how many candidates move through each stage: CVs sent, interviews, offers and placements. The weakest step is usually where coaching pays off fastest.
Revenue KPIs
- Fees placed and invoiced
- Average fee per placement
- Temp and contract margin
- Revenue per consultant
Quality KPIs
- Drop-outs and early terminations
- Time to fill
- Repeat business by client
Report at every level
A consultant needs their own numbers, a manager needs the team view and a director needs the whole business. The best reporting climbs the same hierarchy rather than producing separate reports for each level.
Leading and lagging indicators
Fees and placements are lagging indicators - by the time they drop, the cause happened weeks ago. Activity and pipeline numbers are leading indicators that warn you early. A good dashboard puts both side by side so managers can act before the month is lost.
Define every KPI precisely
A KPI is only useful if everyone agrees what it means. Write a one-line definition for each: what counts, what does not, which date is used and who gets the credit. For example, does a CV sent count when it is emailed or when the client acknowledges it? Small definitions prevent big arguments.
Set targets that fit the desk
Temp desks, contract desks and permanent desks behave differently. Set targets by desk type and seniority rather than one number for everyone. Compare consultants with their own history as well as with the team.
Common reporting mistakes
- Too many KPIs, so nobody knows which matter
- Numbers that cannot be traced back to records
- Different reports giving different answers to the same question
- Reports that only directors see, so consultants cannot manage their own performance
Turn numbers into action
Review KPIs weekly in a short meeting. Look for the weakest step in the pipeline, agree one action per consultant and check it the following week. Reporting earns its keep when it changes what people do on Monday morning.
How Altitude helps
Altitude reads your Salesforce role hierarchy, so the same dashboards zoom from individual to team, department, country and world - with drill-down on every number and plain-English questions.