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    2. Sales Representative KPI's | Print |
      KPI's or Key Performance Indicators are measurement of performance for companies used to evaluate and define how successful it is. Key areas of measuring the Sales Representative KPI's can be seen below:
       
       
      1. The rate of response / total sent
      • Formula = total customer feedback / total information sent to customers.
      • This rare measure the effectiveness of direct marketing of sale rep.
      • The program of direct marketing can be message sent, email ….
      2. Time to answer a request by customers
      • For case the time to answer may arise long, this kpi is useful to respond quickly to customers.
      3. The rate of gaining customers
      • The percentage of customers gained / the total customers have been exposed.
      • In addition, the percentage of customers gained / total client feedback also is useful.
      • Note: the number of customers have received feedback = total number of responses and not respond.
      4. Number of customers / employees
      • The number is the total number of clients on / NV sale staff numbers.
      • This mean that 1 sale staff gained or served how many customer.
      5. Number of average appointments per sale rep
      • Formula = total appointments average each customer's individual sale rep.
      • The rate measure difficulty level in convincing customers and the ability to persuade each sale rep.
      6. The rate of sale rep met sales targets
      • Formula = total sale rep met sales / total sale available.
      • The rate measure the effectiveness of the sales of the company.
      7. Average sale turnover/ per sales staff
      • With total sales turnover of the entire staff / number of sale employees.
      8. Average turnover / customer / sale staff
      • With total sales of sale staff / total customers of each sale staff.
      9. Cost to gain new customers
      • With total costs to gained a new customer.
      10. The replacement sale staff = total salesman recruited / total salesman left
      • Formula = total staff has recruited / total staff as planned.
      • The rate measure the rotation of staff.
      11. Total time to recruit and train sale rep to meet sale standards
      • The total time for a coaching staff sale achieve the target sales of the company.
      12. Cost of sales force
      • The cost of wages
      • Cost of sales / customers (including all tools, the poster … for each customer).
       

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