Question
Understanding the relationship between specific Customer Performance Indicators (CPIs) and Key Performance Indicators (KPIs) is crucial for driving business performance. Once CPIs are determined, measuring them and seeing how they impact one or more of your KPIs can provide valuable insights. When the relationships between specific CPIs and KPIs are confirmed, teams can be held accountable to CPIs they can impact. This can help uncover customer frustrations, expectations, and target outcomes at specific points of their customer journeys, leading to improved customer satisfaction and business performance.
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To master this metric, Cornfield writes, first, separate CPIs from KPIs. Thus, many assume that is a CPI. But actually, only businesses really care about their NPS; customers typically don't, he explains. Next, define your CPIs. Look for ways to uncover "customer frustrations, expectations and target outcomes at specific points of their customer journeys, and then ask the series of open-ended questions to gain insights that surveys wouldn't know to ask, and that customers might not be inclined to answer in a survey," Cornfield writes. Finally, drive business performance by connecting CPIs to KPIs. Once CPIs are determined, measure them and see how they impact one or more of your KPIs. When the relationships between specific CPIs and KPIs are confirmed, start holding teams accountable to CPIs they can impact, Cornfield writes.
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