{"id":717,"date":"2026-02-04T09:00:00","date_gmt":"2026-02-04T08:00:00","guid":{"rendered":"https:\/\/www.facture.net\/blog\/?p=717"},"modified":"2026-02-04T14:15:43","modified_gmt":"2026-02-04T13:15:43","slug":"entreprise-indicateurs-de-performances","status":"publish","type":"post","link":"https:\/\/www.facture.net\/blog\/entreprise-indicateurs-de-performances\/","title":{"rendered":"TPE\/PME&nbsp;: 6 indicateurs de performance \u00e0 surveiller"},"content":{"rendered":"\n<p>Pour prendre les bonnes d\u00e9cisions et piloter efficacement votre entreprise, il est essentiel de suivre vos <strong>indicateurs de performance<\/strong> (ou KPIs \u2013 Key Performance Indicators). Ces mesures, choisies selon vos objectifs, vous permettent de mesurer, analyser et optimiser vos r\u00e9sultats.<\/p>\n\n\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n<p><strong>Vous \u00eates freelance&nbsp;?<\/strong> Retrouvez notre article d\u00e9di\u00e9&nbsp;: <a title=\"TPE\/PME&nbsp;: 6 indicateurs de performances \u00e0 surveiller\" href=\"https:\/\/www.facture.net\/blog\/freelance-kpi\/\">Freelance&nbsp;: 7 indicateurs de performance \u00e0 suivre<\/a><\/p>\n<\/blockquote>\n\n\n\n<h2 class=\"wp-block-heading\">Comment d\u00e9finir ses indicateurs de performance&nbsp;?<\/h2>\n\n\n\n<p>Le choix des indicateurs de performance varie d&#8217;une entreprise \u00e0 l&#8217;autre, et plusieurs crit\u00e8res rentrent en compte.&nbsp;<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Identifier ses objectifs<\/h3>\n\n\n\n<p>Quand certaines entreprises souhaitent augmenter leurs ventes, d&#8217;autres mettent l&#8217;accent sur la diminution des co\u00fbts de production ou encore sur l&#8217;am\u00e9lioration de la satisfaction client. Vos objectifs doivent \u00eatre clairement d\u00e9finis.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Associer des indicateurs de performance \u00e0 chaque objectif<\/h3>\n\n\n\n<p>Il est tout \u00e0 fait possible d&#8217;avoir plusieurs objectifs pour lesquels les KPIs seront diff\u00e9rents. <\/p>\n\n\n\n<p>Si votre ambition est d&#8217;<a href=\"https:\/\/www.facture.net\/blog\/tpe-pme-ameliorer-chiffre-affaires\/\">am\u00e9liorer votre chiffre d&#8217;affaires<\/a> et de diminuer vos co\u00fbts, vous devrez chercher des indicateurs de performance d\u00e9di\u00e9s \u00e0 chaque objectif ou qui peuvent convenir \u00e0 l&#8217;ensemble de vos objectifs.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Varier les mesures de r\u00e9sultats<\/h3>\n\n\n\n<p>Ne limitez pas vos indicateurs de performance aux donn\u00e9es chiffr\u00e9es.<\/p>\n\n\n\n<p>Une partie des indicateurs de performance devront \u00eatre bas\u00e9s sur des donn\u00e9es mesurables, mais non chiffr\u00e9es. On pense notamment au <a href=\"https:\/\/www.facture.net\/blog\/deposer-un-brevet\/\">brevet<\/a> re\u00e7u pour un produit, aux labels de qualit\u00e9, \u00e0 la notori\u00e9t\u00e9 de la soci\u00e9t\u00e9\u2026 Ce sont des indicateurs objectifs de la progression d&#8217;une entreprise qui ont tous autant d&#8217;importance que les \u00e9l\u00e9ments quantitatifs.<\/p>\n\n\n\n<p>Dans tous les cas, un bon indicateur de performance est&nbsp;:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Mesurable<\/strong>&nbsp;: pour suivre les progr\u00e8s dans le temps.<\/li>\n\n\n\n<li><strong>Accessible<\/strong>&nbsp;: facile \u00e0 collecter et \u00e0 analyser.<\/li>\n\n\n\n<li><strong>Actualis\u00e9<\/strong>&nbsp;: bas\u00e9 sur des donn\u00e9es r\u00e9centes.<\/li>\n\n\n\n<li><strong>Pertinent<\/strong>&nbsp;: en lien direct avec les objectifs strat\u00e9giques.<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\">Les indicateurs de performance cl\u00e9s \u00e0 surveiller<\/h2>\n\n\n\n<h3 class=\"wp-block-heading\">Les KPIs li\u00e9s \u00e0 l&#8217;augmentation du chiffre d&#8217;affaires<\/h3>\n\n\n\n<p><strong>Co\u00fbt d&#8217;Acquisition Client (CAC)&nbsp;:<\/strong> Dans une phase de recherche de clients, l&#8217;un des KPIs utiles est le co\u00fbt des d\u00e9penses marketing pour <a href=\"https:\/\/www.facture.net\/blog\/trouver-nouveaux-clients\/\">trouver des clients<\/a>. L&#8217;id\u00e9e est de calculer combien auront co\u00fbt\u00e9 les d\u00e9marches li\u00e9es \u00e0 la prospection et \u00e0 la conversion des nouveaux clients et de comparer ce chiffre avec les nouveaux contrats obtenus dans l&#8217;ann\u00e9e.<\/p>\n\n\n\n<p>Calculez combien co\u00fbte chaque nouveau client&nbsp;: d\u00e9penses marketing \u00f7 nombre de nouveaux clients sur la p\u00e9riode.<\/p>\n\n\n\n<p><em>Exemple&nbsp;: si vous d\u00e9pensez 1 000\u20ac pour obtenir 10 clients, votre CAC = 100\u20ac.<\/em><\/p>\n\n\n\n<p><strong>Revenus issus des recommandations clients<\/strong>&nbsp;: Un autre \u00e9l\u00e9ment \u00e0 surveiller concerne l&#8217;augmentation du CA gr\u00e2ce aux recommandations clients. Il s&#8217;agit ici de mesurer les actions de parrainage entreprises ou tout simplement l&#8217;effet du bouche-\u00e0-oreille. Cela peut se calculer soit au travers des actions de parrainage mises en place (formulaires d&#8217;inscription, achats avec liens\u2026) ou en demandant au nouveau client comment il a connu votre entreprise.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Les KPIs li\u00e9s aux finances de l&#8217;entreprise<\/h3>\n\n\n\n<p><strong>Flux de tr\u00e9sorerie<\/strong>&nbsp;: L&#8217;un des indicateurs de performance souvent utilis\u00e9s pour mesurer les r\u00e9sultats d&#8217;une entreprise est le<strong> <\/strong>contr\u00f4le du flux de tr\u00e9sorerie. Il se calcule simplement en s&#8217;appuyant sur les rentr\u00e9es et sorties de liquidit\u00e9s.<\/p>\n\n\n\n<p><em>Astuce&nbsp;: tenez un tableau simple \u201centr\u00e9es &#8211; sorties &#8211; solde\u201d pour visualiser l\u2019\u00e9volution.<\/em><\/p>\n\n\n\n<p><strong>Gestion des cr\u00e9ances et dettes<\/strong>&nbsp;: L&#8217;autre KPI utile pour surveiller ses finances concerne le<strong> <\/strong>calcul des <a href=\"https:\/\/www.facture.net\/blog\/dettes-creances-differences\/\" target=\"_blank\" rel=\"noopener noreferrer\">cr\u00e9ances et dettes<\/a>&nbsp;: quelles sont les rentr\u00e9es d&#8217;argent \u00e0 venir et \u00e0 combien s&#8217;\u00e9l\u00e8vent vos dettes.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Les KPIs li\u00e9s \u00e0 la satisfaction client<\/h3>\n\n\n\n<p><strong>Taux de fid\u00e9lit\u00e9<\/strong>&nbsp;: La fid\u00e9lisation de la client\u00e8le est importante pour l&#8217;image de marque de la soci\u00e9t\u00e9&nbsp;: un client satisfait ne change pas de prestataire. Mais elle est \u00e9galement importante en terme de co\u00fbt&nbsp;: fid\u00e9liser un client co\u00fbte moins cher que dans trouver un nouveau.<\/p>\n\n\n\n<p>Pour ce KPI, on s&#8217;int\u00e9ressera au nombre de clients actifs et fid\u00e8les \u00e0 la soci\u00e9t\u00e9. Pour calculer ce KPI li\u00e9 \u00e0 la fid\u00e9lisation client, on utilisera des <a href=\"https:\/\/www.facture.net\/blog\/enquete-satisfaction-client\/\" target=\"_blank\" rel=\"noopener noreferrer\">enqu\u00eates de satisfaction<\/a> combin\u00e9es aux donn\u00e9es marketing dont l&#8217;entreprise dispose.<\/p>\n\n\n\n<p><strong>Relance des clients inactifs<\/strong>&nbsp;: Malheureusement, quand la satisfaction n&#8217;est plus au rendez-vous, les clients changent d&#8217;enseigne. Effectuer r\u00e9guli\u00e8rement une relance des clients inactifs et mettre en place des solutions pour <a href=\"https:\/\/www.facture.net\/blog\/gerer-client-insatisfait\/\" target=\"_blank\" rel=\"noopener noreferrer\">g\u00e9rer les clients insatisfaits<\/a> permet d&#8217;\u00e9viter que ceux-ci changent leurs habitudes de consommation. Cela permet \u00e9galement de r\u00e9gler des situations de crise qui n&#8217;auraient pas \u00e9t\u00e9 d\u00e9tect\u00e9es.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Indicateurs de performance&nbsp;: faites simple et priorisez<\/h2>\n\n\n\n<p>Il est conseill\u00e9 de se focaliser sur un objectif pr\u00e9cis utile pour votre entreprise. Et surtout, \u00e9vitez de choisir trop d&#8217;indicateurs de performance diff\u00e9rents au risque de ne pas pouvoir r\u00e9aliser leur suivi sur le long terme.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Pour prendre les bonnes d\u00e9cisions et piloter efficacement votre entreprise, il est essentiel de suivre vos indicateurs de performance (ou KPIs \u2013 Key Performance Indicators). Ces mesures, choisies selon vos objectifs, vous permettent de mesurer, analyser et optimiser vos r\u00e9sultats. Vous \u00eates freelance&nbsp;? Retrouvez notre article d\u00e9di\u00e9&nbsp;: Freelance&nbsp;: 7 indicateurs de performance \u00e0 suivre Comment [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":10151,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"inline_featured_image":false,"footnotes":""},"categories":[15],"tags":[],"class_list":["post-717","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-ventes"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v25.9 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>TPE\/PME : 6 indicateurs de performance \u00e0 surveiller<\/title>\n<meta name=\"description\" content=\"D\u00e9couvrez les indicateurs de performance \u00e0 surveiller pour optimiser les r\u00e9sultats de votre TPE\/PME et prendre des d\u00e9cisions strat\u00e9giques.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, 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