KPIs: The scorecard for business success

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Just as athletes track their stats to improve performance, pest control businesses can rely on key performance indicators (KPIs) to measure progress and hit their goals. In sports, reviewing stats helps players refine their game; in business, monitoring KPIs daily ensures teams stay on track to reach monthly objectives.

Imagine a runner trying to shave seconds off their sprint time — if they check their progress only once a month, they may not realize a bad habit is slowing them down. The same applies in business: Daily KPI tracking allows for quick adjustments, ensuring small inefficiencies don’t snowball into major issues.

Each pest control business department has unique KPIs that reflect their contribution to the company’s overall performance. Here are some examples:

Production KPIs

• Revenue per day — Tracks daily earnings, ensuring route stops are on pace with monthly revenue targets
• Number of stops per day — Measures service efficiency and workload distribution
• Days worked per month — Helps assess staffing and operational consistency
• Callbacks or reservice calls — Indicates service quality and customer satisfaction
• Cancellation revenue and count — Monitors customer retention and identifies patterns in service cancellations
• Leads provided to sales — Ensures collaboration between technical and sales teams
• Customer satisfaction (Net Promoter Score and Google Reviews) — Measures brand reputation and customer experience
• GPS driving score — Evaluates technician driving habits to enhance safety and efficiency

Sales KPIs

• Revenue sold per day — Tracks daily sales performance
• Number of leads and proposals — Measures opportunity pipeline
• Agreements sold — Reflects deal closures and sales effectiveness
• Recurring vs. one-time revenue — Highlights business sustainability and growth potential
• Lost leads and closing percentage — Identifies sales weaknesses and conversion efficiency
• Bundles sold — Tracks upselling success
• Creative leads — Encourages innovative sales strategies

Office KPIs

• Total, inbound and outbound phone calls — Measures customer interaction and service efficiency
• Accounts receivable balance — Ensures financial health and cash flow management
• Scheduling effectiveness — Tied to production metrics, ensuring maximum efficiency
• Tardiness and attendance — Impacts overall productivity and operational smoothness
• Cancellation saves — Tracks retention efforts and customer service effectiveness

Managerial KPIs

• Service managers: Gross profit — Reflects service efficiency and cost control
• Sales managers: Sales vs. company goal — Ensures sales performance aligns with organizational targets
• Marketing managers: Leads generated and cost per lead — Measures marketing efficiency and return on investment (ROI)
• Operations managers: Rule of 23 — Tracks operational efficiency and resource management

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