January 2017
Beginner
480 pages
27h 32m
English
book
Selling Today: Partnering to Create Value, 14/e
by Gerald L. Manning, Michael Ahearne, Barry L. Reece
Content preview from Selling Today: Partnering to Create Value, 14/e
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Assessing Sales Force Productivity
17.7 List and discuss criteria for evaluating sales performance
As the cost of maintaining a sales force increases, sales managers must give more attention to measuring productivity. The goal is to analyze the profitability of each salesperson’s sales volume. This task is complicated because sales territories, customers, and business conditions vary.
The problem of measuring sales force productivity is more complicated than it might appear at first glance. In most cases, sales volume alone does not tell you how much profit or loss you are making on the sales of each member of the sales force. A small manufacturer was losing money until he analyzed the profitability of sales generated by each person. He found ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.