Evaluating Salesmans Performance

Key Indicators

Sales achieved 1. Sales Quantity 1. Sales Value 1. Market Share

Evaluating Salesmans Performance

Key Indicators
Activity

Average calls per day

Average call time per contact

(Efforts)
(Efficiency)

Value of orders booked

Value of orders per call

(effect)
(Batting avg)

Ratio of orders booked to total no of calls

(Hit ratio)

Financial Performance 1. P / V Ratio 2. Average selling expenses per call 3. Average selling expenses as a % to Sales 4. Marketing ROI

Financial Performance Working Capital Management Average Inventory Average Receivables Average Working Capital Blocked

Others 1. No of new customers created 2. No of old customers lost 3. % of old customers retained 4. No of customer complaints attended and % to total no of complaints

Qualitative Issues

1. Knowledge of the product

2. Knowledge of the company

3. Compliance to laws
4. Non Ethical Behaviour

5. Info about competitors plans and strategies

6. Cost reduction measures initiated