Sales Management KPI in 2012
Organizations of all types commonly use Key Performance Indicators (KPI) to evaluate their success or the success of a particular activity in which they are engaged. Similarly, an important part of sales management involves making sure the sales team is working on the right things and allocating a sufficient amount of time to key activities.
Yet statistics consistently show that, on average, sales people spend much less time selling than their leaders would like (related article). Here are five things sales managers might do to help their sales force better-manage time and spend more of it on key performance activities:
- Set standards for call volume and frequency
- Conduct a work study to benchmark current reality
i.e., determine the number of hours per day, on average, your sales people spend selling versus other things such as traveling, meetings, administrative work or training. Publicize results and measure performance going forward using the standards in item #1 as a guide - Help sales people formulate and execute effective territory management and account management plans
- Provide the sales team with appropriate administrative support
- Streamline order input processes
Posted by Sales Calls Blog at 1/16/2012 5:03 PM 
Categories: sales management
Tags: sales productivity time management sales management selling efficiency selling effectiveness selling process efficient selling process
Categories: sales management
Tags: sales productivity time management sales management selling efficiency selling effectiveness selling process efficient selling process
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