The document discusses sales evaluation and control. It provides information on business intelligence related to transforming data into knowledge through reporting and analysis. It discusses the basic purpose of evaluation systems and feedback systems to identify performance gaps and information. Evaluation tools and both quantitative and qualitative ways to evaluate sales personnel are described. The benefits of evaluation include avoiding judgments and ensuring lawful and fair evaluations. Sales control processes and tools like daily reports and expense calculators are also summarized.

1. Sales – Evaluation & Control

2. Sales – Evaluation & Control
Business Intelligence
Quantitative aspect of transforming
data to information to derive knowledge
through reporting and analysis of
structured information

3. Sales – Evaluation & Control
• The Basic Purpose
Structured Approach
•
Inclination
•
Judgmental
•

4. Sales – Evaluation
An Effective Appraisal System
Evaluation System Feed Back System

5. Sales – Evaluation
Evaluation System
Identify
Performance Gap
Short fall that occurs when performance does not meet the
standard set by the organization as acceptable

6. Sales – Evaluation
Feed Back System
Identify
Performance Information
Quality of his / her performance. A two way communication

7. Evaluation – The Objective
View Points
Employee Organization

8. Evaluation – Employee View Point
Identify Me
•
Tell me what you want me to do
•
Tell me how well I have done it
•
Help me improve my performance
•
Reward me for doing well
•

9. Evaluation – Organization View Point
• Principles of Accountability
• Align Responsibility and Accountability at
every Organizational Level
• Sales Control
• Measurement of accomplishment against the
standard
• Correction of Deviation to assure attain of
objective according to plans

10. Evaluation – Management
• An Ongoing Process
• Ongoing Support
Providing
• Ongoing Guidance
• Ongoing Encouragement
Enhanced Organization

11. Down to Business
• Evaluating Sales Representative
• Why ? ? ?
• To provide meaningful direction
• Evaluate Performance
• Communicate
• How ? ? ?
• Comparative Analysis
• Customer Feedback
• Personality Analysis

12. Evaluation Tools
• Kaoru Ishikawa developed seven basic visual
tools of quality so that the average person
could analyse and interpret data.
• These tools have been used worldwide by
companies, managers of all levels and
employees.
• Histograms, Pareto Charts, Cause and Effect
Diagrams, Run Charts, Scatter Diagrams,
Flow Charts, Control Charts

13. In Depth - Tools
Evaluation
Periodical
Annual
Monthly
Performance
Quarterly
Appraisal
Campaign
Quantitative and Qualitative Evaluation

14. In Depth – Tools - Quantitative
Sales Volume
•
% of Increase
•
Market Share
•
Quotas obtained
•
Average Sales Calls made per day
•
New Customer obtained
•
Ratio of Selling cost to Sales
•
Sales Order
•
Daily num of orders / by size / customer / product
•
Orders to Sales call ratio
•
Goods returned
•

15. In Depth – Tools - Qualitative
• Sales Skills
• Finding Selling points
• Listening Skills
• Obtaining participation
• Over coming objectives
• Closing the Sales
• Territory Management
• Planning
• Utilization
• Records
• Collection follow - ups
• Personal Traits
• Attitude
• Empathy
• Human Relations
• Team Spirit
• Appearance
• Motivation
• Self Improvement

16. Cause and Effect Diagram

17. Sales Evaluation - Tools
PROCESS ACTIVITIES
Evaluations based on the set standards
–
Quantitative & Qualitative analysis of sales personnel
–
TOOLS USED
Assigned Standard of Performance
–
Sales Effectiveness Scorecard
–
Microsoft Office
Excel 97-2003 Worksheet
Performance Analysis
–
Performance Management System
–
Rating System
– Microsoft Office
Excel 97-2003 Worksheet

19. Business Outlook

21. Evaluation Process
• Gross Business Income
• Consolidated Revenue for the year grew by 6% to Rs.
12605 crores in financial year ended 2008 from Rs.
11855 crores in financial year ended 2007.
• Services revenue grew by 35% from Rs. 360 crores to
Rs. 485 crores in the current year.
• The Compounded Annual Growth Rate (CAGR) for the
preceding five years is 30%.
• Gross Margins
• Gross margins for the current year grew to Rs. 1054
crores(8.4% of sales) from Rs. 876 crores (7.4% of
sales) in the previous year.

25. Evaluation Benefits
• Avoid Judgments
• Naturally
• Informally
• Arbitrarily
• Avoid Problems
• Motivational
• Ethical
• Legal
• Ensure Judgments
• Lawful
• Defensible
• Fair
• Accurate
• Ensure Two way Communication between Employee and Sub ordinate
• Focus on Work Activities and Goals
• Identify and Correct Existing problems
• Encourage Better Future performance

26. Sales Control – The Process

27. Sales Control – The Process

28. Sales Control - Tools
PROCESS ACTIVITIES
• Enable Sales Manager for day to day sales activity
• Enable sales manager to detect deviation from
standard performance
• Sales personnel task planning and developing strategy
TOOLS USED
Microsoft Office
• Sales Daily Activity Report / Monthly Report Excel 97-2003 Worksheet
• Sales Travel/Expense Report
Microsoft Office
• Sales Costing Calculator Excel 97-2003 Worksheet
• Sales annual activity planner
Microsoft Office
Excel 97-2003 Worksheet

29. • Business risk Tracking System in all areas of operation.
• Periodic reviews under the business and environment risk
analysis reporting by the respective business
• Constant innovations and newer offerings to bridge
technology gap.
• Market trend analysis consumer preferences with proactive
steps
• Strong HR policies - attracts and retain best of industry
talent
• Training through knowledge portals to enhance the skill set
of the employees.

30. • Internal control system to commensurate with its size and
the nature of its operations
• Reliable financial and operational information
• complying with applicable statutes, safeguarding assets
from unauthorized use or losses
• Executing transactions with proper authorization and
ensuring compliance of corporate polices.
• Well defined delegation of power with authority limits for
approving revenue as well as capital expenditure.
• Processes for formulating and reviewing annual and long
term business plans through Internal audit and Audit
Processes.

31. • HR initiatives to support the transformation and growth
of the business through strong and innovative People
Practices, Policies, Systems and Processes - empower
and engage people.
• People initiatives for streamlining of the internal
Leadership Development Process - effective
recruitment and performance management, -
transparent employee communication - Talent
engagement activities - regular get together - unified
employee campaigns towards Healthy living,
Environment Conservation and various Social causes.

32. Sales Control –Pros
• Direct the Sales Force
Number of Call
•
Amount of Time
•
Sales talk
•
Social talk
•
Performance Feedback
•
Organizational issues
•
Analyze Market Situation
•
Resources vs. Sales Rep
•
Planning and Time Management
•
Improve Relationship
•
Identify Team Leader
•
Commitment – Team and Individual
•

33. Thank you