Sales Performance Measures

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Measure Effectiveness of Direct & Indirect Sales Personnel

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Sales Performance Measures

  1. 1. Sales Performance Measures Measure Effectiveness - Direct & Indirect Sales Anand Subramaniam
  2. 2. “The most important thing about having goals, is having one.” - Geoffrey F. Abert 2
  3. 3. Direct & Indirect Sales Measurement Sales Demographi Rate of Methodolog c Change y Measure s Customer Relationshi Performanc Sell Cycle p e Analysis Managemen Assessment t 3
  4. 4. Demographics  Market share  Sales person ramp-up period  Sales person to sales manager ratio  Size of average annual target / market  %age of sales force achieving quota  %age of direct vs. indirect sales force  %age of internal vs. external sales force  %age company revenue by sales category  %age company revenue by customer type  Current annual sales person turnover rates  Sales person to sales support personnel ratio  Average years of sales experience by sales person  Planned sales force size change over next four quarters 4
  5. 5. Sales Cycle Analysis  Average deal size  Length of average sales cycle  %age of proposals resulting in a sale  %age of deals that close as forecasted  %age of presentations resulting in a sale  Number of calls required to close a deal  # (average) days – from lead generation to conversion  %age of initial meetings that progress to a presentation  %age of leads that progress to an initial customer meeting 5
  6. 6. Rate of Change  %age of new sales person hired  %age change in competitive activity  %age of new product introductions  %age change in entry into new markets  %age change in customer’s marketplace  %age change in breadth of product line offerings 6
  7. 7. Performance Assessment  # of new leads  # of bids / proposals  # of discounted sales  # of win / loss reviews  # of targeted prospects  # of new reference sites  # of new channel partners  # of properly qualified prospects  # of new case studies conducted  # of customer care programs implemented  # of new business from existing customers  # of renewed business with existing accounts 7
  8. 8. Sales Methodology  Amount $ spent on customer training  Annual $ spent in training / sales person  Amount $ spent to revamp the sales methodology  Impact of sales methodology on performance 8
  9. 9. CRM  $ spent on CRM user training  CRM application adoption rate  CRM vendor satisfaction rating  # of CRM systems / vendors evaluated  # days for CRM system implementation  CRM project costs: actual vs. budget  Impact of CRM on sales performance 9
  10. 10. “Facts are stubborn things; and whatever may be our wishes, our inclinations, or the dictates of our passions, they cannot alter the state of facts and evidence.” - John Quincy Adams 10
  11. 11. Good Luck http://www.linkedin.com/in/anandsubramaniam 11

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