Being efficient as possible by identifying Key Performance Indicators or benchmarks easily allows managers and reps to measure where they are in relation to their activity plans. This presentation shares our KPI's.
Weekly Contacts & Appointments 80 Weekly Contacts…Phone, Cold Calls, Letters, etc… 10 Weekly Appointments with Key Decision Makers. These activity standards are required for success, and are the minimum standard for measuring performance.
Prospect Identification Adding 2 Prospects daily is a minimum standard for measuring performance. 8 to 10 New Prospects Weekly is a Performance Benchmark for Every Sales Professional of our organization.
Proposed Revenue Proposed Revenue will be 7 times Monthly Plan of $35,000. You should have $245,000 of proposed revenue in the funnel at all times ensuring the achievement of your revenue plan. Success Metrics for Proposed Revenue will be measured at a minimum of 7 times plan.
Forecasting Sales Forecasting Sales Revenue with a minimum of 80% Accuracy within 30 days. If we do not ask when the prospect wants to implement the installation, we can’t possibly forecast the account accurately. Owning our Sales Forecasts with 80% accuracy is the Benchmark for successful Sales Professionals.
Sales Results Sales Revenue of $35,000 is the Minimum expectation of Sales Professionals not the target. $35,000 is the benchmark for Measuring success for Sales Professionals.
Compass Updates Updating Daily Activity Results at the end of each day is measure of success for Sales Professionals. Information Management is the Key to successful territory management.
What This Means High Standards produce great success! Everyone must be committed to and achieving agreed-upon minimum standards of performance. Accountability for performance standards will be raised. Successful outcomes are a result of intentional activities.
Next Steps These minimums will be achieved by every sales person. Daily accountability meetings will be implemented for team members below minimum levels. Corrective action plans will be instituted for habitual activity under-achievers.