Key players in the manufacturing and distributing industry face challenges trying to achieve high sales performance. Having high performers sale representatives has proven to be a major contributor to the success and growth of any FMCG industry.
As a manager, evaluating performance of your sales reps by defining the right KPI’s and measuring success is important.
In this article, we shall look at some of the right KPI’s useful to track sales reps performance.
- Time Duration
- Work duration – This is the time taken by a sales rep from the time he or she checked in at the first customer outlet to the last check out in the last customer outlet.
This metric is important as it tells how long a sales reps has been on duty in a day. - In store work duration – This metric gives a clear time frame a sales reps spent in a customer outlet.
It is the duration between Check in and check out in a store.
2. Outlet Coverage
- Client Coverage -This is calculated by dividing the number of clients in a dashboard by the number of clients visited in a specific period of time.
- Daily visits per sales reps -How many customer visits is each of your sales reps making in a day?
- New Customers , Are there any new customers your sales reps are onboarding?
3. Sales Efficiency
- Number of active sales representatives –How many Sale Representatives are active?
- Number of products sold per visit -Closely tied to the target sales, this metric pays attention to the number of sales made by a sales rep per visit to a customer outlet.
- Outlet productivity – This KPI metric pays attention to the number of customer outlets visited and how many of them have purchased.
The presence of a sales force automation tool has enabled the collection of granular data and analysis of data much faster and more accurate.
FMCG companies that have embraced the works of an SFA tool, have been able to realize optimum success in their consumer goods distribution journey. Decisions are now data driven.
Among many factors that lead to the success of an SFA tool, being in a position to set, track and analyze relevant KPI’s yields success in the consumer distribution journey.
Solutech SAT, an all inclusive SFA tool has been developed to collect granular data and has prompted managers and key decision makers in a company to make more informed decisions with the rich reports generated by the tool.
