2. Sales – Evaluation & Control
Business Intelligence
Quantitative aspect of transforming
data to information to derive knowledge
through reporting and analysis of
structured information
3. Sales – Evaluation & Control
• The Basic Purpose
Structured Approach
•
Inclination
•
Judgmental
•
4. Sales – Evaluation
An Effective Appraisal System
Evaluation System Feed Back System
5. Sales – Evaluation
Evaluation System
Identify
Performance Gap
Short fall that occurs when performance does not meet the
standard set by the organization as acceptable
6. Sales – Evaluation
Feed Back System
Identify
Performance Information
Quality of his / her performance. A two way communication
8. Evaluation – Employee View Point
Identify Me
•
Tell me what you want me to do
•
Tell me how well I have done it
•
Help me improve my performance
•
Reward me for doing well
•
9. Evaluation – Organization View Point
• Principles of Accountability
• Align Responsibility and Accountability at
every Organizational Level
• Sales Control
• Measurement of accomplishment against the
standard
• Correction of Deviation to assure attain of
objective according to plans
10. Evaluation – Management
• An Ongoing Process
• Ongoing Support
Providing
• Ongoing Guidance
• Ongoing Encouragement
Enhanced Organization
11. Down to Business
• Evaluating Sales Representative
• Why ? ? ?
• To provide meaningful direction
• Evaluate Performance
• Communicate
• How ? ? ?
• Comparative Analysis
• Customer Feedback
• Personality Analysis
12. Evaluation Tools
• Kaoru Ishikawa developed seven basic visual
tools of quality so that the average person
could analyse and interpret data.
• These tools have been used worldwide by
companies, managers of all levels and
employees.
• Histograms, Pareto Charts, Cause and Effect
Diagrams, Run Charts, Scatter Diagrams,
Flow Charts, Control Charts
13. In Depth - Tools
Evaluation
Periodical
Annual
Monthly
Performance
Quarterly
Appraisal
Campaign
Quantitative and Qualitative Evaluation
14. In Depth – Tools - Quantitative
Sales Volume
•
% of Increase
•
Market Share
•
Quotas obtained
•
Average Sales Calls made per day
•
New Customer obtained
•
Ratio of Selling cost to Sales
•
Sales Order
•
Daily num of orders / by size / customer / product
•
Orders to Sales call ratio
•
Goods returned
•
15. In Depth – Tools - Qualitative
• Sales Skills
• Finding Selling points
• Listening Skills
• Obtaining participation
• Over coming objectives
• Closing the Sales
• Territory Management
• Planning
• Utilization
• Records
• Collection follow - ups
• Personal Traits
• Attitude
• Empathy
• Human Relations
• Team Spirit
• Appearance
• Motivation
• Self Improvement
17. Sales Evaluation - Tools
PROCESS ACTIVITIES
Evaluations based on the set standards
–
Quantitative & Qualitative analysis of sales personnel
–
TOOLS USED
Assigned Standard of Performance
–
Sales Effectiveness Scorecard
–
Microsoft Office
Excel 97-2003 Worksheet
Performance Analysis
–
Performance Management System
–
Rating System
– Microsoft Office
Excel 97-2003 Worksheet
21. Evaluation Process
• Gross Business Income
• Consolidated Revenue for the year grew by 6% to Rs.
12605 crores in financial year ended 2008 from Rs.
11855 crores in financial year ended 2007.
• Services revenue grew by 35% from Rs. 360 crores to
Rs. 485 crores in the current year.
• The Compounded Annual Growth Rate (CAGR) for the
preceding five years is 30%.
• Gross Margins
• Gross margins for the current year grew to Rs. 1054
crores(8.4% of sales) from Rs. 876 crores (7.4% of
sales) in the previous year.
22.
23.
24.
25. Evaluation Benefits
• Avoid Judgments
• Naturally
• Informally
• Arbitrarily
• Avoid Problems
• Motivational
• Ethical
• Legal
• Ensure Judgments
• Lawful
• Defensible
• Fair
• Accurate
• Ensure Two way Communication between Employee and Sub ordinate
• Focus on Work Activities and Goals
• Identify and Correct Existing problems
• Encourage Better Future performance
28. Sales Control - Tools
PROCESS ACTIVITIES
• Enable Sales Manager for day to day sales activity
• Enable sales manager to detect deviation from
standard performance
• Sales personnel task planning and developing strategy
TOOLS USED
Microsoft Office
• Sales Daily Activity Report / Monthly Report Excel 97-2003 Worksheet
• Sales Travel/Expense Report
Microsoft Office
• Sales Costing Calculator Excel 97-2003 Worksheet
• Sales annual activity planner
Microsoft Office
Excel 97-2003 Worksheet
29. • Business risk Tracking System in all areas of operation.
• Periodic reviews under the business and environment risk
analysis reporting by the respective business
• Constant innovations and newer offerings to bridge
technology gap.
• Market trend analysis consumer preferences with proactive
steps
• Strong HR policies - attracts and retain best of industry
talent
• Training through knowledge portals to enhance the skill set
of the employees.
30. • Internal control system to commensurate with its size and
the nature of its operations
• Reliable financial and operational information
• complying with applicable statutes, safeguarding assets
from unauthorized use or losses
• Executing transactions with proper authorization and
ensuring compliance of corporate polices.
• Well defined delegation of power with authority limits for
approving revenue as well as capital expenditure.
• Processes for formulating and reviewing annual and long
term business plans through Internal audit and Audit
Processes.
31. • HR initiatives to support the transformation and growth
of the business through strong and innovative People
Practices, Policies, Systems and Processes - empower
and engage people.
• People initiatives for streamlining of the internal
Leadership Development Process - effective
recruitment and performance management, -
transparent employee communication - Talent
engagement activities - regular get together - unified
employee campaigns towards Healthy living,
Environment Conservation and various Social causes.
32. Sales Control –Pros
• Direct the Sales Force
Number of Call
•
Amount of Time
•
Sales talk
•
Social talk
•
Performance Feedback
•
Organizational issues
•
Analyze Market Situation
•
Resources vs. Sales Rep
•
Planning and Time Management
•
Improve Relationship
•
Identify Team Leader
•
Commitment – Team and Individual
•
