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  • 1. SALES FORCE MANAGEMENT
    • MONITORING AND EVALUATING PERFORMANCE OF
    • SALES PEOPLE
    • BY,
    • Dr.Jayraj Jadeja
  • 2. Points taken care of,
    • Needs and Objectives of Monitoring
    • Steps in measurement of sales force performance
    • Information sources for evaluation
    • Methods of sales force evaluation
    • Controlling Sales activity
  • 3. Need And Objectives of Monitoring
    • Monitoring means “Keeping abreast of the salesmen’s through a formal feedback.”
    • Need for monitoring
    • To control sales effort
    • To gain insight into individual sales man’s performance
    • For self improvement of sales person
    • Objectives of Monitoring
    • To have information about all sales activities
    • To get data for evaluation of sales force
    • To detect deviation from standard performance
    • To help salesperson plan his work
  • 4. Principles of Sales evaluation program
    • Realistic
    • Continuous
    • Constructive
    • Motivating
    • Informative
    • Participatory
    • Objective
    • Flexible
    • Specific
    • Economical
  • 5. Steps in measurement of Sales force performance
    • Establish sales goals and objectives
    • Set performance standards
    • Compare actual versus standard performance
    • Give periodical performance evaluation feedback to SR
  • 6. Establish sales goals and objectives
    • Developing sales plan
    • Sales plan is a method devised for achieving sales objectives
    • Sales plan consists of,
    • Situational Analysis
    • Opportunities and problems
    • Action programs
    • Performance Evaluation System
  • 7. Set performance standards
    • Performance standards are planned achievement levels that sales organization expects to reach at progressive intervals throughout the year
    • Two types of performance standards
    • Quantitative performance standards
    • Qualitative performance standards
  • 8. Quantitative performance standards
    • 1. Sales Quotas
    • How much for what period
    • 2. Gross Margin or Net Profit Margin
    • Net Profit / Total Sales
    • 3. Sales Expense Ratio
    • Selling Expense / Total Sales
    • 4. Market Share
    • Company sales as a percentage of industry sales in territory
    • 5. Returns on Asset management
    • (Total sales - current sales expenses)
  • 9. Quantitative performance standards Conti…..
    • 6. Call frequency ratio
    • Number of prospects contacted / Number of calls made
    • 7. Order call ratio
    • Number calls made / Number of orders received
    • 8. Average order size
    • Total sales / Number of orders
    • 9. Sales coverage effectiveness index
    • Number of customers / Number of prospects in a territory
    • 10. Average cost per call
    • Total expense / Number calls made
    • 11. Sales calls per day
    • 12.Non- selling activities
  • 10. Qualitative performance standards
    • Sales related activities
    • Customer relations
    • Sales call preparation
    • Report preparation
    • Marketing intelligence
    • Selling skills
    • Company knowledge
    • Competitors’ knowledge
    • product knowledge
    • Customer knowledge
    • Communication skills
    • Quality of presentation
  • 11. Qualitative performance standards Conti…..
    • Personal characteristics
    • Enthusiasm
    • Motivation
    • Appearance
    • Patience
    • Initiative
    • Resourcefulness
    • Ethical and moral Behavior
  • 12. Information sources for Evaluation
    • Company records
    • Customer contacts
    • Sales people reports
    • Manager’s field visits
    • Manager’s personal insights
    • External sources
  • 13. Sales people reports
    • Salesmen’s reports are classified into seven categories.
    • 1. Salesmen’s work plan
    • 2. Progress report
    • 3. Expense reports
    • 4. Potential new business
    • 5. Report on lost business
    • 6. Report on compliant and adjustment
    • 7. Report on general business conditions
  • 14. Methods of sales force evaluation
    • Two types of methods
    • 1. No Involvement of sales person
    • Ranking
    • Rating scale
    • Essays
    • BARS (Behaviorally Anchored Rating Scale)
  • 15. Methods of Evaluation Conti….
    • 2. With involvement of sales person
    • Evaluation interviews
    • Self-evaluation
    • Appraisal of evaluation program by Salespeople
    • MBO (Management By Objective)
      • Open communication
      • Mutual participation and agreement
      • Coinciding goals
      • Rewards for performance
  • 16. Controlling Sales Activities
    • Control process consists of,
    • Measuring
    • Process of obtaining information about sales and merchandising objectives
    • Evaluating
    • Search for the cause
    • Directing
    • To correct the unfavorable situation