Pro's Pick: Track KPIs in Real-time with Data-Sharing Platform

David Potts

Owner

USA Insulation of Toledo, Kalamazoo, and SE Michigan

Toledo, Ohio

Airtable allows us to really carve up our data to manage our business by the numbers. It’s a database that looks like an Excel spreadsheet. We’re using it in three primary areas.

The first way is to better track sales information and the performance of every single salesperson when it comes to the leads they’re assigned. I can quickly access their close rate and how long it takes them to close those sales on average. We can import our sales into Airtable each morning from our CRM and every salesperson has a unique link assigned to them where they can go to view how they’re performing.

The second use is to assess the cost of goods sold. Once our install teams complete a job they fill out a form in Airtable that looks just like a Google form. They enter information including hours of labor on the job, the materials they used, and the quantity of those materials. This allows me to see how my installation crews are performing against each other in terms of the average cost of goods sold.

The third way we’re using Airtable is to identify our profitability by product and by the installation crew. Being able to see this data means we can make adjustments to our pricing models quickly to ensure that we’re not losing money on jobs. And we can identify which crews are performing the best and why. The why is critical and where Airtable really helps us.

We are able to use this data to not only help us run our business more efficiently and profitably but also to help guide our employee performance reviews by letting people know exactly how they’re doing–by the numbers.