In a survey of nearly 200 senior marketing managers, 54 per cent responded that they found the "sales force effectiveness" metric useful.
They can reveal distinctions that can be obscured by total sales results, particularly in districts where territories vary in size, in the number of potential accounts, or in buying power.
If an individual’s sales per call ratio are low, for example, that may indicate that the salesperson in question needs training in moving customers toward larger purchases.
These metrics reveal much about prospecting and lead generation because they’re based on each salesperson’s entire territory, including potential as well as current customers.
The sales per active account metric provide a useful indicator of a salesperson’s effectiveness in maximizing the value of existing customers.
[7] The factors affecting sales force performance in rural or urban areas are the notable driver for any organizational success.
These are the indicators which influence the overall sales performance, and the core problems that hold salespeople back from hitting their target and the revenue for the company.
[8] Company makes benchmark by rating itself against others for better business practices to identify factors which will help them to perform better than its competitors.
The benchmark study also identified 5 distinctive groups of people existing in every organization: Note: No sales force effectiveness methodologies have been independently audited by the Marketing Accountability Standards Board (MASB) according to Marketing Metric Audit Protocol (MMAP).