In
our previous
article we talked about a good salesperson’s characteristics, which are
important to identify when hiring field sales representatives. Knowing about
these qualities is important, if you want to hire good sales reps, but it’s
also necessary to adapt this set of personal characteristics to your business
specific. To find the exact qualities, a rep needs to be successful in your
company, turn your attention to your top-performing field reps. By tracking the
successful field reps you can better understand the qualities that help them to
sell your products and then use this information for hiring new field reps,
looking for the same attributes.
Ranking Your Field Reps By Using
KPIs
Before identifying the most important personal qualities of field reps in your company, you 'll have to rank your reps. Key Performance Indicators
(KPIs) are used in field sales management to measure the success of field
representatives at achieving certain goals. Although the success of a sales rep
is typically evaluated based on the sales-related indicators, there also are a
great variety of indicators that do not involve sales.
At first sight, lots of data is available for field team managers to analyze
sales reps performance. On the other hand, data gathering, visualization and
analysis can be really challenging. Field team
management software not only allows your field reps to automate retail
visits and tasks performance, but also provides real-time data workflow to
generate reports on their activities. If your team is empowered with a kind of a
field sales mobile solution, your field team
managers can easily get the following information:
- Progress in carrying out the tasks
- Work hours
- Field reps/customers timesheets
- Photos, taken in the field
- Actions performed
- Visits and tasks data
- Orders and returns
- GPS-locations
The following main indicators
that allow field team managers to assess various aspects of field team
performance:
- Sales volume
- Ratio of order and shipping volumes
- Number of orders and returns
- Average size of an order
- Completion ratio, counted as a relation between scheduled and actually performed visits.
- Proportion of active customers, serviced by a field rep
- Conversion rate, which is a percentage of deals that are successfully closed.
- Closing rate that is calculated as the number of proposals per sale.
- Reach rate that can be defined as the percentage of outbound actions (mailing, calling, conducting a presentation) that provide productive meetings with customer representatives, involving ordering, signing contract and etc.
- Customer response time is the response time for customer requests.
- New customers acquisition indicator allows managers to identify the sales reps that bring more customers than others
Field
team management software can greatly improve the analysis of field team performance by
automating store data collection and providing great variety of analytic
tools
for field team managers to assess sales reps activities in the field.
When it comes to
analyzing field reps’ performance, VisitBasis is one of the most complete field
team management solutions in the market. It offers several ways for managers to
compile, filter, and read data, so users of all backgrounds (and not only
"IT people") can quickly view the data they are looking for.
Sign up today at www.visitbasis.com to get our field team
management software solution free of charge or schedule a free online demo to
see how you can easily analyze your field team performance using up-to-date
mobile tools.
To get more information
about ranking your field reps, please, read our KPIs-related articles.
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