Management -KEY PERFORMANCE INDICATORS FOR SALES TEAMS
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Transcript of Management -KEY PERFORMANCE INDICATORS FOR SALES TEAMS
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Presented by :Hussein Saleh Ali, MBA
General Manager- TransAfrica Motors Limited
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No. of weekly contacts and appointments Prospects Identification Target beginning of Year/Month Predications & Forecast of Unit Sales Predictions for Performance Database update Action Plans Sales Managers actions Branch Managers Creativity & Management Weekly Reports to the MD & GM by Sales
Teams
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MINIMUMSMINIMUM No. of DAILY VISITS :– 5-8 MINIMUM No. of WEEKLY VISITS :– 25-40 MINIMUM No. of MONTHLY VISITS :– 100-150
MEETINGS WITH DECISION MAKERS/WEEK:MINIMUM No. of DECISION MAKERS MEETINGS :–
5-8
NB: Above activity standards are required for
success and are the minimum standard for measuring performance
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MINIMUM daily added no. of PROSPECTS:– 2
(Minimum standard for measuring performance)
MINIMUM weekly added no. of PROSPECTS:– 10
(Minimum standard for measuring performance)
NB: New Prospects weekly is a Performance
benchmark for every sales professional of our organization
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MINIMUM average Monthly unit sales:– 4-6
(Minimum standard for measuring performance)
MINIMUM to have 15-20 units/quarter of proposed total unit sales in the funnel at all times ensuring the achievement of your sales plan of :– 60-80 units
(Minimum standard for measuring performance)
NB: Success of Unit Sales will depend on no. of
prospects sales
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MINIMUM forecasted Monthly sales revenue :– 8
(Minimum standard for forecasting performance)
MINIMUM % ACCURACY OF FORECAST : 4-6 (80%)
NB: If we do NOT ask when the prospect plans to
make an actual purchase we can’t possibly forecast our sales accurately (THE FUNNEL MIND).
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OWNING OUR MINIMUM forecast Monthly sales revenue with 80% ACCURACY is the benchmark for successful sales professionals & teams!
(Minimum standard for forecasting performance)
SALES RESULTS OF : 4-6 (80%)/MONTH NB: Achieving a minimum of 4-6 units sales/month
is the minimum expectation of sales professionals NOT the TARGET!
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UNIT SALES RESULTS OF : 4-6 (80%)/MONTH
NB: (Minimum standard for Measuring
performance success and business development of our sales teams)
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Updating daily activity results at the end of each day is the measure of success for sales professionals
INFORMATION MANAGEMENT – Is the key to successful territory/market management
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