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Sales Metrics

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Sanjay Singh
Sanjay Singh

If you cannot measure it , you cannot improve it.

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Prepared for AMWAY BUSINESS OWNERS 7th March, 2017 MDP Centre, IIM, Kolkota Sales metrics www.consult4sales.com
www.consult4sales.com
www.consult4sales.com
What all do we Measure? Productivity Performance Value Addition www.consult4sales.com
1. Sales in Numbers , category wise 2. Sales in Value, category wise 3. Total collection in Rupees 4. Total no of complaints 5. Total no of hours invested with customers 6. Total no of hours invested prospecting for customers 7. Total no of hours invested in Supply chain management 8. Total no of customers who did not get convinced by the AMWAY story told by you Productivity metrics www.consult4sales.com
1. No of days MNOC norm was met. (Min no of Calls/day = MNOC) 2. Average time spent with prospects 3. Contact : Lead Ratio 4. Lead : Proposal Ratio 5. Proposal : Negotiation Ratio 6. Negotiation : Closing Ratio 7. Promise Quotient (PQ Level) 8. CRM triggered leads 9. Testimonials collected from customers Performance metrics www.consult4sales.com
1. EVA through Reference Selling Tree Fulfillment 2. EVA through Cross Selling Quotient 3. EVA through Up-Selling Quotient 4. EVA through complaint handling system and Customer Service Recovery 5. EVA through enhanced customer engagement 6. EVA though brand equity Value addition metrics www.consult4sales.com
Monitoring self by 3M www.consult4sales.com
www.consult4sales.com
www.consult4sales.com
www.consult4sales.com Call me on 9970506000 Tweet me on @followsanjay FB on www.facebook.com/smementors Linked in: www.linkedin.com/in/scipl Instagram: mindtandoor Email id: mindtandoor@gmail.com URL: www.consult4sales.com If you believe in the  Religion of  Sales, call us  to baptize you.

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Sales Metrics

  • 1. Prepared for AMWAY BUSINESS OWNERS 7th March, 2017 MDP Centre, IIM, Kolkota Sales metrics www.consult4sales.com
  • 4. What all do we Measure? Productivity Performance Value Addition www.consult4sales.com
  • 5. 1. Sales in Numbers , category wise 2. Sales in Value, category wise 3. Total collection in Rupees 4. Total no of complaints 5. Total no of hours invested with customers 6. Total no of hours invested prospecting for customers 7. Total no of hours invested in Supply chain management 8. Total no of customers who did not get convinced by the AMWAY story told by you Productivity metrics www.consult4sales.com
  • 6. 1. No of days MNOC norm was met. (Min no of Calls/day = MNOC) 2. Average time spent with prospects 3. Contact : Lead Ratio 4. Lead : Proposal Ratio 5. Proposal : Negotiation Ratio 6. Negotiation : Closing Ratio 7. Promise Quotient (PQ Level) 8. CRM triggered leads 9. Testimonials collected from customers Performance metrics www.consult4sales.com
  • 7. 1. EVA through Reference Selling Tree Fulfillment 2. EVA through Cross Selling Quotient 3. EVA through Up-Selling Quotient 4. EVA through complaint handling system and Customer Service Recovery 5. EVA through enhanced customer engagement 6. EVA though brand equity Value addition metrics www.consult4sales.com
  • 8. Monitoring self by 3M www.consult4sales.com
  • 11. www.consult4sales.com Call me on 9970506000 Tweet me on @followsanjay FB on www.facebook.com/smementors Linked in: www.linkedin.com/in/scipl Instagram: mindtandoor Email id: mindtandoor@gmail.com URL: www.consult4sales.com If you believe in the  Religion of  Sales, call us  to baptize you.