Regularly assessing the achievement of team members is an important function for any sales manager. Marketing professor and expert, Drew Boyd, teaches precise strategies for measuring a rep’s effectiveness in this video. Specifically, Professor Boyd highlights how a rep’s activities that go into achieving the Sales Task are just as important as the outputs they generate. He also provides multiple techniques to utilize that yield a well-rounded measurement of each team member’s performance.
- Sales managers hold their teams members accountable…for achieving results given the sales task.…Here's how to measure results.…First, be sure to measure both the outputs…of your sales rep as well as the inputs.…Inputs are the rep's activities…that go into achieving the sales task,…and these include things like…the number of calls they make each day,…the number of days worked, the actual selling time per call,…as well as things like number of phone calls…make to prospective clients.…
Outputs include things like their sales revenue,…number of units sold, gross margin,…and number of new accounts.…Inputs are what reps do to generate outputs,…but the most effective way to measure…is to look at ratios of those inputs and outputs.…Here's an example.…Imagine you're evaluating two sales reps.…One of them has made 100 sales calls this month,…and the other has made only 90.…So which rep is doing the better job?…Well, if you look at just the total calls,…it would appear the first rep is working harder,…but when you consider the number of days worked,…
- Defining the sales task
- Calling on the right customers with the right products and services
- Evaluating your team's sales activities
- Measuring outputs of sales: customer satisfaction, wins, losses, etc.