Measuring Sales Force Productivity

Each of the components of a selling organization is measurable to some extent. Sales force investment, sales force activity, customer results, and company results are usually the easiest to measure. Cost, sales, and profit data are maintained in the corporate accounting system. Activity data can be obtained through self-reporting mechanisms, from customer surveys, or from sales managers who travel with the sales force. Most companies seek customer feedback to monitor their operations and to get information that they can use for continual improvement. About 10 to 15 percent of companies survey their customers to determine sales force performance. The productivity driver and people and culture components are more ...

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