SALES FORCE EVALUATION

PRESENTED BY:

HARSHITA GUPTA
SAHIBA JUNEJA
YOGESH
SAURAV RAI
 CONTENTS:

➢ SALES FORCE EVALUATION PROCESS

➢ PURPOSE OF EVALUATION

➢ SETTING STANDARDS OF PERFORMANCE

➢ GATHERING INFORMATION

➢ MEASURES OF PERFORMANCE

➢ APPRAISAL INTERVIEWING
 What is Salesforce Evaluation?

Comparison of Salesforce objectives with results.

Salesforce Evaluation Process
Set Salesforce objectives

Deciding Sales Strategy

Setting performance standards for:

Company
Region
Production
Accounts

Measure results and compare with standards

Action taken to improve performance

 Purpose of Evaluation

● To attain company's objectives

● Measuring actual performance against objectives

● Help improving individual skills

● Allows aeas of weakness to be identified

● Training

● Compensation

● Motivation
 Gathering Information

 Providing data through daily or weekly reports

 Field visits

 Market Research Projects

 Company Records
 Measures of Performance
Quantative Measures:
Specific output measures
➔ Sales revenue achieved

➔ Profits generated

➔ Percentage gross profit margin

➔ Sales per potential account

➔ Sales per active account

➔ Sales revenue as a percentage of sales potential

➔ Number of orders

➔ Sales to new customers

➔ Number of new customers

 Measures of Inputs:

➔ Number of calls made

➔ Calls per potential account

➔ Calls per active account

➔ Number of quotations

➔ Number of calls on prospects

Hybrid ratios on combination of
output and output measures:

1. Strike rate = No. Of orders

No. of quotations
2. Sales revenue per call ratio
3. Profit per call
4. Order per call ratio
5. Avg. Order value= Sales revenue
No. of order
 6. Prospecting success ratio =
Number of new customers
Number of prospects visited

7. Average profit contribution per order =

Profits generated
Number of orders
Qualitative Measures of
Performance

● Sales skills
● Customer Relationships

● Self Organization

● Product Knowledge

● Co-operation and attitudes

 Salesperson evaluation matrix

Good Average Bad

Good
- Praise -Limited Praise
- Reward -Guide
- Promote -Train

Average

-Discuss
-Limited Praise
-Train
-Advise
-Punish
-Educate
-Remove

Bad
 Appraisal Interviewing

Appraisal Interviewing can provide the opportunity

to identify a salesperson's weaknesses and to
give praise whwn it is deserved.
THANK YOU!!!