subject: Sales Success vs Sales Productivity – Are They the Same? [print this page] The field staff is super busy, they're meeting their numbers, and the company reached a ten-year high. Is this a successful sales? Maybe but maybe not. Here's another one: The seller receives the greatest Commission examined each month, and has more deals than any other to their inclusion in the team. Is she a successful seller? Maybe but maybe not.
Here's what we do not tell you anecdote about the first. Employing> Sales? You work 90 hours week, with a lot of time ill, and creating more headaches for management. Worse, they register people that disappear after six months. The sales superstar? You treat employees and support staff so badly, it will not work with her, if it can be avoided, but they just can not do enough for their customers. From now on, the customers love them, but distrust of your company and will likely follow her for the competition, when she walks. Worse, theseOffers, the customers are not as profitable as they could be.
If the metrics are only offers, and the dollar, then "success" can things not clear. We award the scoundrel avoid superstar, or discipline them. We're looking at the low conversion ratio, absenteeism at work day and overtime of the high producing team. Why? We have worried about disturbing the flow of income. But what about profit, retention, efficiency?
Success and productivity are not the same. PRODUCTION sales teams to bring in manyprofitable business and maintain long-term quality relationships with customers at lower cost and with better collaboration in-house. A sales team can be successful without having to be productive when you are only measuring the U.S. dollar.
Productivity is not accidental. It requires great attention to managing the way and implement the sales effort at your company. Use the following checklist to evaluate your sales team productivity:
Tip 1: Customer loyalty isHigh. The sales force is concentrating on its best customers. Customer waste will be measured and in a minimized. The team is working hard to optimize these customers and keep them on the "A" list.
Productivity Insight: It costs more to bring in new customers than in the old keep. If you ever need to replace your customers, productivity is low.
