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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 that were identified in our previous article , there still are a great variety of indicators that do not involve sales. Below you’ll find a list of indicators that should be also taken in consideration since allowing field team managers to assess various aspects of field team performance, completing the picture obtained from the analysis of sales-related KPIs.     Completion ratio is a relation between scheduled and actually performed visits. It can be defined as the number of actually performed visits divided by the number of scheduled visits and multiplied by 100%. For example if 10 visits were scheduled and 5 actually performed the completion ratio is 50%. The lower the completion ratio is, the more questions to a sales rep a...

Looking for the essential KPIs for a field sales team? Start by analyzing the most important processes in your business and setting up requirements for each of them. Choosing the right KPIs relies upon a clear understanding of what is really meaningful for a business process. Sales representatives play a significant role in generating revenue for organizations. The main duty of sales reps is to visits to the points of sale to sell products and address emerging issues with customers. The performance of sales representatives is relatively easy to measure, because there are plenty of objective criteria. In this article we’ll talk about the KPIs related to sales. It’s natural that for field reps, whose primary function is to sell, the essential KPIs are one way or another related to sales. Below you’ll find some recommendations that will allow you to develop a set of effective KPIs for your sales team. Estimate sales volume. Most of the companies tend to assess the ...

VisitBasis starts a series of articles devoted to key performance indicators for field team management. Since there is a need to understand well what is important in KPIs implementation, in this article we’ll briefly define what is a KPI, why use KPIs, how to choose the right KPIs for your organization, what are the key stages of KPIs implementation, and what are the key characteristics of an effective KPI. What is a KPI? A key performance indicator (KPI) is a metric, used to evaluate the success of an organization, a person, or of a particular activity in which it engages. Why use KPIs? KPIs allow managers to measure the success of organizations and individuals at achieving certain goals. On a global scale KPIs’ help to define business trends and make strategic data-driven decisions . How to choose the right KPIs for your organization? There are thousands of KPIs that vary from organization to organization. Choosing the right KPIs relies upon a clear u...