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The purpose of sales force effectiveness metrics is "to measure the performance of a sales force and of individual salespeople." "When analyzing the performance of a salesperson, a number of performance indicators can be compared. These can reveal more about the salesperson than can be gauged by his or her total sales.
Sales manager is the typical title of someone whose role is sales management. The role typically involves talent development. Churchill mentioned that the antecedents of sales performance are based on the meta-analysis for the period 1918- 1982 (76 years of previous research work). [1]
Sales variance is the difference between actual sales and budgeted sales. [1] It is used to measure the performance of a sales function, and/or analyze business results to better understand market conditions.
Sales forecasting uses past sales figures to predict the short-term or long-term future performance to enable sound financial planning. Historical sales and/or economic data is often used to improve the forecast of sales. [4] For shops and stores, market research may yield the following indicators for deriving initial forecasts: [5]
Hit rate is a metric or measure of business performance traditionally associated with sales. It is defined as the number of sales of a product divided by the number of customers who go online, planned call, or visit a company to find out about the product. [1] Sales can be measured either as the sum of dollars pursued or the number of deals ...
The category development index (CDI) measures the sales performance of a category of goods or services in a specific group, compared with its average performance among all consumers. [1] By definition, CDI measures the sales strength of a particular product category within a specific market (e.g., soft drinks in 10–50 year olds).
Sales broker, seller agency, seller agent, seller representative: This is a traditional role where the salesman represents a person or company on the selling end of a deal. Sales managers aim to implement various sales strategies and management techniques in order to facilitate improved profits and increased sales volume.
Curve of sales as a function of the time of the product on the market. After a plateau in sales at product maturity, a steep decline can follow. The product life cycle (PLC) is a tool used by marketing managers to gauge the progress of a product, especially relating to sales or revenue accrued over time. The PLC is based on a few key ...