文档介绍：Improving Sales Productivity by Motivating the Sales Force 通过激励销售团队以提升销售业绩
Analysing Your Sales Force Performance 分析你销售团队的业绩
Top 20% sales people delivering 80% of your sales; or 顶尖20%的销售人员为你产出80%的业绩;还是
Top 4% sales people delivering 64% of your sales? 顶尖4%的销售人员为你产出64%的业绩?
Top Sales People Don’t Necessary e Good Sales Managers. Why? 卓越销售员不一定就是优秀的销售经理。为什么?
Less than 15% of superstar salespeople eed in management
少于15%的顶尖销售人员能够成为称职的经理
If Sales People Don't Perform to Expectations, Who is Responsible? 如果销售人员业绩欠佳,谁该负责?
Who is the Best Sales Person? 哪位是最优秀的业务员?
No. Of Client Meetings 客户会面次数
Salesman A
191
Salesman B
78
Salesman C
63
No. Of Client Meetings
客户会面次数
Proposals Sent 提议书数量
No. of Sales Closed 成交数量
Salesman A
191
123
34
Salesman B
78
78
43
Salesman C
63
30
25
Who is the Best Sales Person? 哪位是最优秀的业务员?
No. Of Client Meetings 客户会面次数
Proposals Sent 提议书数量
No. of Sales Closed 成交数量
Sales Value 销售金额
Salesman A
191
123
34
340,000
Salesman B
78
78
43
500,000
Salesman C
63
30
25
360,000
Who is the Best Sales Person? 哪位是最优秀的业务员?
No. Of Client Meetings 客户会面次数
Proposals Sent 提议书数量
No. of Sales Closed 成交数量
Sales Value 销售金额
Gross Profit 毛利
Salesman A
191
123
34
340,000
100,000
Salesman B
78
78
43
500,000
200,000
Salesman C
63
30
25
360,000
200,000
Who is the Best Sales Person? 哪位是最优秀的业务员?
What will be Your Advice to Salesman A, B and C? 你会给业务员A、B及C什么建议呢?