Sales Cost Management Time is Money

Time measured? • Time Travelled to/from

Customer

• Time Spent at Customer

• Time Spent at the Office

Cost Human Resources

• Cost to Company

Fleet Expenses • Vehicle Cost

Revenue Company Financials

• Sales Reports

Devices Fleet Management

• Tracking Devices

• Electronic Logbooks

• Manual Logbooks

Prospects? • Allocate unique numbers

to each prospect

• Match Prospect number

to Client number when

successfully converted

Customer Allocate debtor numbers

to logged trips

Keeping a logbook?

Tracking Sales Cost per Client?

Know the cost to revenue

ratio of each client

Wessel Roux sales@elogger.co.za www.elogger.co.za

Data Available from logbooks • Start & End Time

• Date

• Distance Travelled

• End Destination

Financial Information • Customer Number

• Invoice Date

• Invoice Amount

• Employee Cost to Company

Reporting Metrics User Maintenance • Allocate Customer Numbers

• Allocate Prospect Numbers

Summarised Report Sales Rep Name Rep A

Sales Area Gauteng North

Monthly Cost to Company

Travel Cost - Rate/km R 1.90

Report From 05 January 2016 to 11 January 2016

Summarised Re-

port

Time

travelled

to client -

hours

Time

spent at

client -

hours

Distance

Travelled -

kms

Total Sales

Cost

Sales Value

for period

Gross Profit

for period

Sales Cost

Ratio

Nett Profit

Ratio

Client

Profitability

Rating

Customer A 2.11 1.25 141.37 R 755 R 20 627 R 6 188 3.66% 26.34% 1

Customer B 1.59 2.83 95.40 R 821 R 22 530 R 4 506 3.64% 16.36% 4

Customer C 2.00 5.87 128.00 R 1 382 R 18 507 R 5 367 7.47% 21.53% 3

Customer D 2.04 2.46 212.16 R 1 054 R 22 009 R 4 402 4.79% 15.21% 5

Customer E 1.28 1.95 69.12 R 599 R 22 845 R 5 026 2.62% 19.38% 2

Prospect A 1.51 4.49 131.37 R 1 118 0.00% 0.00%

Prospect B 2.11 2.06 107.61 R 808 0.00% 0.00%

Office 6.45 0.00 R 933 0.00% 0.00%

Totals 12.64 27.36 885.03 R 7 469 R 106 518 R 25 489 7.01% 16.92%

R 25 000.00

Wessel Roux sales@elogger.co.za www.elogger.co.za

Periodical Trend Analysis

Trends can be monitored on a weekly/monthly/

annual basis with a variety of metrics :

• Customer Profit Ratio

• Sales Rep Profit Ratio

• Sales Rep Time Management

• (Total or Customer)

• Custom Metrics per request

Why are metrics important?

• Annual price increases to customers

• Time management of the sales force

• Prospect conversion ratio

• Elimination of non-feasible prospects/customers

www.elogger.co.za Wessel Roux sales@elogger.co.za