In setting up a performance based sales organization, managers and small business owners can create KPIs for their sales representatives. KPIs stand for key performance indicators which are measurements a business takes to monitor performance. According to the KPI Mega Library, there are a few related to the sales representatives:
- Day-to-day sales activities:
- # of average appointments per sales representatives
- Time to answer a request by customer
- # of customers per sales employee
- Sales revenue measurements:
- Average sales revenue per sales person
- Total costs to gain a new customer
- Sales team performance:
- Average sales turnover per sales staff
- % of sales representative that met or are above quota
- % of sales representatives that have met sales target
- Total sales of sales staff / Total customers of each sales staff
It takes continuous measurements of these KPI to understand how well your sales team can performance as well as how much they can improve. Trending over time, is the easiest way to analyze the performance and changes.
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