This document contains sales performance data for two products (A and B) from 2008-2011 for an individual salesperson. It includes metrics like net sales, gross profits, sales targets achieved, number of customers and calls. Product B has been performing well with high sales, low expenses and meeting quotas. However, product A has been declining, with fewer new customers and higher customer attrition. To improve, the salesperson needs coaching on acquiring new customers for product A and retaining existing customers. A promotion may be considered if other skills like leadership are developed, while continuing to bolster product A performance.

1. Submitted by –
Archit Garg
Geet Sawhney
Mohit Sharma
Siddharth Kumar

2. Criteria 2008 2009 2010 2011
net sales of pdct A 251300 253200 270000 263100
net sales of pdct B 423200 439200 553900 561900
total 674500 692400 823900 825000
% of quota for a 95.6 92 88 84.7
% quota for b 120.4 122.3 134.9 130.8
Gross Profit for A 50260 50640 54000 52620
Gross Profit For B 42320 43920 53390 56190
Total 92580 94560 107390 108810
Sales Expense 10200 11100 11600 13200
Net Profit 82380 83460 95790 95610
Number of calls 1675 1700 1680 1660
cost/call 6.09 6.53 6.9 7.95
avg no of customers 320 324 328 334
New Added 13 14 15 20
Lost customers 8 10 11 14
avg sales per customer 2108 2137 2512 2470
avg gross profit per customer 289 292 334 326

3.  management need to develop and communicate
specific standards for evaluating performance.
 salespeople get valuable feedback needed to
improve future performance.
 salespeople are motivated to perform
satisfactorily as they know that they will have to
explain their performance to management.
 This method is transparent and leaves no
discrepancy on anyone’s mind
 This also serves as a guideline for future actions
to be taken by the company and the sales
person.
 Provides information for compensation decisions.

5.  Gross and net Profit
 Sales target
 Customer satisfaction
 New accounts
 Calls , cost per call

6. Chart Title
120000
Gross Profit
for A 50260 50640 54000 52620
100000
Gross Profit 80000
For B 42320 43920 53390 56190
60000
40000
Total 92580 94560 107390 108810
20000
Sales Expense 10200 11100 11600 13200 0
1 2 3 4
Gross Profit for A 50260 50640 54000 52620
Gross Profit For B 42320 43920 53390 56190
Net Profit 82380 83460 95790 95610 Total 92580 94560 107390 108810
Net Profit 82380 83460 95790 95610

7. Chart Title
900000
Criteria 2008 2009 2010 2011 800000
700000
600000
net sales of
pdct A 251300 253200 270000 263100 500000
400000
300000
net sales of 200000
pdct B 423200 439200 553900 561900
100000
0
1 2 3 4
net sales of pdct A 251300 253200 270000 263100
total 674500 692400 823900 825000 net sales of pdct B 423200 439200 553900 561900
total 674500 692400 823900 825000

8. Chart Title
160
140
120
100
Sales Met
80
60
40
20
0
1 2 3 4
% of quota for a 95.6 92 88 84.7
% quota for b 120.4 122.3 134.9 130.8
Sales for B are compensating for the lack
of targets met for A

9. 400
350
300
250
200
150
100
50
0
1 2 3 4
avg no of customers 320 324 328 334
New Added 13 14 15 20
Lost customers 8 10 11 14
Total Number of customers are almost constant

10. 1000000
900000
800000
700000
600000
Sales
500000
400000
300000
200000
100000
0
1 2 3 4
Total SALES 674500 692400 823900 825000
total SALES Quota 614361 634334 917567 941360

11.  Strength
Product B
Sales expense is low
Average number of customers are not
dropping
 Weakness
Overall Sales
Product A
Getting less New Customers
Not keeping old customers

12.  Compliment on his exceedingly well performance
for product B, his low expenses and high sales
calls.
 Show concern about the performance in product
A
 Show him the graphs of his performance in past
years
 Show him the profits and sales he would have
made had the customers not left him and new
would have added
 Train him in customer acquisition techniques
 Train him in product A(technical)

13.  Looking at his overall performance, especially
for product B, he is ready for promotion.
 But that does not translate into leadership
skills, managerial skills and team handling.
 Final call can be taken only when all that is
taken into account.

14.  Total Market Demand of product A.
 Total Market Demand of Product B
 Performance of his peers on product A.
 Performance of his peers on product B.
 Competition practices and quality regarding
A.
 Leadership, Managerial and people skills.
 Feedback from customers.

15.  Increase the percentage of incentive over and
above the quota