問8
頻出度★★☆
A社の営業部門では，成約件数を増やすことを目的として，営業担当者が企画を顧客に提案する活動を始めた。この営業活動の達成度を測るための指標としてKGI（Key Goal Indicator）とKPI（Key Performance Indicator）を定めたい。本活動におけるKGIとKPIの組合せとして，最も適切なものはどれか。
令和5年度 ITパスポート試験 問8
This question's explanation and your answers so far.
解説
問 8
Incorrectア
Setting the KGI to the number of closed deals is correct, but the KPI of sales revenue is inappropriate. The activity we want to measure here is proposing plans, and the intermediate metric representing how well it is carried out is the number of proposals. Sales revenue does not directly indicate the amount of the proposal activity itself, so it is not the most appropriate KPI for this activity.
- イ
正解 A KGI (Key Goal Indicator) is a metric that measures how well the final goal is achieved, while a KPI (Key Performance Indicator) is a metric that measures how well the intermediate process (activity) leading to that goal is carried out. The goal in this question is to increase the number of closed deals, so the KGI representing the final goal is the number of closed deals. On the other hand, the activity started to achieve this is proposing plans to customers, so the appropriate KPI, an intermediate metric measuring the amount of activity, is the number of proposals. Therefore, the correct answer is choice イ, the combination of KGI: number of closed deals and KPI: number of proposals.
Incorrectウ
Setting the KGI to the number of proposals is wrong. The number of proposals is a figure representing the intermediate process (the means) toward the goal, not the final goal itself. The final goal in this question is to increase the number of closed deals, so the number of proposals should be placed on the KPI side, not as the KGI.
Incorrectエ
The KGI and KPI are swapped. The number of proposals corresponds to the KPI that measures the process, and the number of closed deals corresponds to the KGI that measures the final goal. This choice assigns them the other way around, so it is wrong.
ここがポイント
- A KGI measures how well the final goal is achieved, while a KPI measures the intermediate process leading to that goal (the amount of activity along the way); the two stand in a goal-versus-progress relationship.
- The key to answering is correctly matching the goal stated in the problem (increasing the number of closed deals = KGI) with the activity started to achieve it (proposing plans = the number of proposals as the KPI).
用語