The following are some of the questions you might ask when completing a return on investment calculation:

• Deals won - how many more deals could you expect to win?


• Improved customer retention - how can you retain more customers?


• Improved customer revenue - how much more of your customers spend can you get?


• More customers - how can you increase your total customer base?


• Reduction in customer acquisition costs - are you able to target new customers better?


• Target the right people - are you targeting the right people as your customers and prospects?


• Reduced cost per sales transaction - are you able to target your sales resource on your more profitable customers?


• Reduced sales discount - how can you sell more at full price rather than discounting?


• Revenue improvement - how much do you expect revenues to rise by?


• Improved forecasting - are you able to better predict problems?
• Improved forecasting - could you hold less stock?
• Sales cycle reduction - how can you fulfil more orders, more quickly?
• Cost of mistakes - what processes can be automated / tracked to reduce the number of mistakes?
• Customer data loss - can you reduce waste by proper data management?
• Customer data quality - could better data lead to better targeting and happier customers?
• Reduction in customer service costs - can you automate routine and repetitive tasks?
• Reduced labour costs - could your staff be more productive or maybe you can reduce headcount?