ACTIONABLE SALES DIAGNOSTICS: THE KEY TO

KELOMPOK 9 EFFECTIVELY EVALUATING SALES ORGANIZATION  PERFORMANCE

DINDA AURORA
SHERYLY PUTRI Two guidelines from
IMANUEL OKTAVIANES established best practice
reviews applicable to
EVALUATING THE EFFECTIVENESS OF THE ORGANIZATION virtually all business sectors
1. Differentiate between sales organization effectiveness 1. organizational audits
and salesperson performance. require more than just a
2. Define a sales organization audit and discuss how it casual review
should be conducted. 2.effectively collect and
3. Describe how to perform different methods of sales analyze data across
analysis for different each of these areas
organizational levels and different types of sales.

SALES ORGANIZATION AUDIT

SALES ORGANIZATION EFFECTIVENESS EVALUATION

Four types of analyses are typically necessary to

develop a comprehensive evaluation of any sales
organization.Conducting analyses in each of these areas
is a complex task for two reasons.
KELOMPOK 9
DINDA AURORA
SHERYLY PUTRI
IMANUEL OKTAVIANES

EVALUATING THE EFFECTIVENESS OF THE ORGANIZATION

1. Differentiate between sales organization effectiveness and salesperson performance.
2. Define a sales organization audit and discuss how it should be conducted.
3. Describe how to perform different methods of sales analysis for different
organizational levels and different types of sales.
ACTIONABLE SALES DIAGNOSTICS: THE KEY TO
EFFECTIVELY EVALUATING SALES ORGANIZATION  PERFORMANCE

Two guidelines from established best practice

reviews applicable to virtually all business sectors
1. organizational audits require more than just a
casual review.
*revenue metrics
*competitive position
*internal structure and sales support resources
*performance metrics
* customer service
2.effectively collect and analyze data across
each of these areas
*recognize successes and discover roadblocks
*detail the observations coming from the data
and diagnostics
*develop recommendation for improvement
SALES ORGANIZATION AUDIT
SALES ORGANIZATION EFFECTIVENESS EVALUATION

Four types of analyses are typically necessary to develop a

comprehensive evaluation of any sales organization.Conducting
analyses in each of these areas is a complex task
for two reasons.
SALES ANALYSIS

key consideration:
- defining what is meant by a sale
- whether to focus on sales dollars or sales units
The basic purpose of a sales organization is to generate sales,
sales analysis is an obvious and important element of evaluating
sales organization effectiveness. keys consideration are in
defining what is meant by a sale and focus on sales
dollars or sales units.
The critical decision areas are the organizational level of
analysis, the type of sales, and the method of analysis.
ORGANIZATIONAL LEVEL OF ANALYSIS

Sales analyses should be performed for all

levels in the sales organization for two basic
reasons.
1. sales managers at each level need sales
analyses at their level and the next level
below for evaluation and control purposes.
2. useful way to identify problem areas in
achieving sales effectiveness is to perform a
hierarchical sales analysis
METHOD OF SALES ANALYSIS
COST ANALYSIS
COST ANALYSIS