Sales Performance Measurement and Reporting

55mIntermediate2017-07-31

Authors

Dean Karrel

Expert in Executive Coaching, Career Mentoring, and Sales Training

Course details

Evaluating salespeople and the organization's performance as a whole is a critical responsibility for a manager, no matter how large or small the team or industry you're in. Revenue goals, expenses, and personal objectives are just some of metrics you need to keep an eye on. This course is aimed at managers and leaders who oversee sales teams and need to enhance their expertise. Dean Karrel reviews the various ways to analyze individual performance and develop a plan for improvement. Learn how to coach, mentor, and train salespeople; handle appraisals and compensation adjustments; and forecast future sales targets. Plus, find out how to use CRM software to store your data and track performance on an ongoing basis.

Learning objectives
Coaching and training
Handling performance appraisals
Forecasting targets
Measuring metrics

Skills covered

Sales MetricsSalesOne-Off

Concepts

0. Introduction

01 - Introduction
02 - What you should know

1. Managing Performance

03 - Manager responsibility - Coaching and training
04 - Personal objectives
05 - Performance appraisals
06 - Incentive plans, compensation, and contests

2. Forecasting

07 - Sales targets
08 - Expense targets
09 - Trackable sales metrics - KPIs
10 - Close win rates

3. Measuring Metrics

11 - Customer relationship management software
12 - Dashboards
13 - Customer feedback
14 - Effective use of promotions with accounts

Conclusion

15 - Wrap up