Hi
I was actually preparing a a performance analysis report for sales guys on a monthly basis :
I have covered few areas like : Monthly performance / collection of the payment / bad debts / overall performance / customer base /
Can anyone suggest with few more areas which will help to enhance my report
Revert ! n have a gr8 day !
Rajiv krishnan
From South Africa
I was actually preparing a a performance analysis report for sales guys on a monthly basis :
I have covered few areas like : Monthly performance / collection of the payment / bad debts / overall performance / customer base /
Can anyone suggest with few more areas which will help to enhance my report
Revert ! n have a gr8 day !
Rajiv krishnan
From South Africa
MONTHLY SALES PERFORMANCE SCORECARD
1.CURRENT TOTAL SALES [ TERRITORY] VS SALES TARGET [ % RESULT]
2. CURRENT TOTAL SALES VS LAST YEAR [SAME MONTH]
3. TOTAL customer visits NO.
4. TOTAL new prospects visits.
5. CONVERSION OF NEW PROSPECTS INTO CUSTOMERS
6. customer complaints
7. customer satisfaction analysis
8.sales by products
8 A. SALES OF CURRENT PRODUCTS
8 B. SALES OF NEW PRODUCTS [ IF ANY ]
9.check on unsuccessful visit reports
10. monitoring repeated lost sales by individual salesmen
11.sales commission analysis
12.monitoring of enquiries and orders
13.sales per 100 customers
14."strike rate" - turning enquiries into orders
15.analysis of sales by product line
16.SALES by geographical area WITHIN THE TERRITORY
17.by individual customer
18.matching sales orders against sales shipments
19.backlog of orders analysis
20.sales performance of individual against team sales.
21.share of the TERRITORY market against competitors
22.share of new projects in the industry
23.PARTICIPATION IN new product / service launch analysis
24.delays in delivering to customers IN THE TERRITORY.
25.value of warranty repairs to sales over the period [ technical products]
26. NO. OF SALES PROPOSALS SUBMITTED / VALUE
regards
LEO LINGHAM
From India, Mumbai
2601.CURRENT TOTAL SALES [ TERRITORY] VS SALES TARGET [ % RESULT]
2. CURRENT TOTAL SALES VS LAST YEAR [SAME MONTH]
3. TOTAL customer visits NO.
4. TOTAL new prospects visits.
5. CONVERSION OF NEW PROSPECTS INTO CUSTOMERS
6. customer complaints
7. customer satisfaction analysis
8.sales by products
8 A. SALES OF CURRENT PRODUCTS
8 B. SALES OF NEW PRODUCTS [ IF ANY ]
9.check on unsuccessful visit reports
10. monitoring repeated lost sales by individual salesmen
11.sales commission analysis
12.monitoring of enquiries and orders
13.sales per 100 customers
14."strike rate" - turning enquiries into orders
15.analysis of sales by product line
16.SALES by geographical area WITHIN THE TERRITORY
17.by individual customer
18.matching sales orders against sales shipments
19.backlog of orders analysis
20.sales performance of individual against team sales.
21.share of the TERRITORY market against competitors
22.share of new projects in the industry
23.PARTICIPATION IN new product / service launch analysis
24.delays in delivering to customers IN THE TERRITORY.
25.value of warranty repairs to sales over the period [ technical products]
26. NO. OF SALES PROPOSALS SUBMITTED / VALUE
regards
LEO LINGHAM
From India, Mumbai
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Performance appraisal for sales exe.doc