December 2017
Intermediate to advanced
390 pages
7h 51m
English
Content preview from Measuring Marketing
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Chapter 105 Sales Productivity
Measurement Need
Sales management needs to know how productive its salespeople are.
Solutioni
Productivity can be measured in the following ways:
–Sales (revenues) per person (measured in dollars)
–Profits per person (measured in dollars)
–Volume sold per person (in units)
Most sales productivity measures focus on revenues per person.
Where
SP = sales productivity
ΣSt = sum of total sales for all sales people
ΣSp = total number of sales people
Assume a company sells real estate data and software to title companies, real estate firms, appraisers, and financial institutions. The company’s revenues are $11 million, generated by seventy-five salespeople. Sales productivity was as ...
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