management -key performance indicators for sales teams
TRANSCRIPT
Presented by :Hussein Saleh Ali, MBA
General Manager- TransAfrica Motors Limited
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
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
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
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
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).
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!
UNIT SALES RESULTS OF : 4-6 (80%)/MONTH
NB: (Minimum standard for Measuring
performance success and business development of our sales teams)
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