KRA and KPI of sales head

and business head of

Benz.
By:
Ajay kumar Satpathy
Avishek Chatterjee
Alex Samuel
Akansha Dubey
Adrika Ghosh
Rupa Rani T
Sharukh
Rohan Shetty
Akshay Reghu
 What is KRA?
Akey result area(KRA) is a strategic
factor either internal to the
organization or external, where strong
positive results must be realized for
the organization to achieve its
strategic goal(s), and therefore, move
toward realizing the organization's
longer term vision of success. Key
result areas are sometimes referred to
critical success factors or key
drivers of success.
 What is KPI?
Key Performance Indicators
(KPIs) are high level measures or
metrics, for one particular
objective, which (when measured
and reported) give the leadership
team an indication as to whether
the organization is making
progress towards achieving that
particular objective.
 KRA of sales head of Benz
Identifies sales revenue trends by client and
portfolio.
Identifies new sales opportunities by analyzing
potential clients.
Provide decision support to the National Sales
Director and assist in analyzing financial results and
objectives.
Testing sales strategy.
Develops strong and effective working relationships
with the sales teams to ensure growth in their
respective client lists.
Contribute to developing business cases that involve
justifying any investment in additional sales team
headcount.
KPI of sales head of Benz.
(2016)
Lead Response time reduced by
4%.
Rate of Contact increased by
17%.
Rate of Follow Up Contact.
Clicks from Sales Follow-Up
Emails.
Social Media Usage.
Opportunity-to-Win Ratio
 KRA of business head of
Benz
Management of all strategic and operational
Marketing and Customer Relationship activities.
Provide market feedback to the company
leadership regarding competitive offerings,
prospect needs and generate product
development ideas.
Take ownership of the management of the sales
and marketing functions of the business.
Planning and coordinating the implementation
of business plans and the penetration of new
markets.
 KPI of business head of
Benz.
Calculation of value added.
Value added: Profit measure Cost of
Capital
Profit measure.The measure of operating
profit at the divisional level is EBIT.
Sales by region.
Performances of individual sales head of
various region.
Increase in no. of potential areas captured.