SALES FORCE EFFECTIVENESS MEASURES

Sales Process Measures
Sales Planning Demand Estimation Measures· Timeliness of forecast completion· Timeliness of plan review and completion· Accuracy of forecast (% variance from plan)· Performance of action plans supporting sales objectives· Compliance to standard plan formatSales Planning Measures· % sales from markets developed within last 3 5 years· % sales from each territory, segment, product/service line· % share of total market· % growth of total market· % future business expected from new markets· % time spent planning· Average training hours per year per salesperson· Method of training· % of time engaged in market, competitive, industry research· staff to management ratio· sales force organizational structure
Account Development/Opportunity Management · Cost per lead· Revenue generated per lead· # of total leads· % of leads for existing customers vs. non customers· % of leads converted to sales· % of leads......

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Title: Sales Force Effectiveness-Measures
Approximate Word Count: 595
Approximate Pages: 3 (250 words per double-spaced page)

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