The question at hand is:
" What are a salesman's Key Performance Indicators?"
In other words: how can sales management objectively assess one salesman's performance?
While wondering:
What factors are crucial?
How are they measured?
Does sales management typically fail to see factors that are of importance?
Is revenue the only real indicator?
Here are some that I consider to be important:
External factors:
- Revenue
- Gross Profit per deal
- Delivery performance to customer
- Quality performance to customer
- Market share development
- New business revenue (hunting)
- Customer retention rate / loyalty
- Target versus Actual performance
- # of new customers created
- Level of knowledge (products, sales, business environment)
- Job satisfaction / motivation / attitude
- Training / learning opportunities
- Input to internal team / culture
- Education / training attended
What are your thoughts?
Your input is much appreciated!!
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