The evaluation of a vendor usually focuses on its sales results, much more than in their sales efforts.
The sales must assess not only what the seller gets, but what the seller does. Obtaining vital information in forecasting results, management and coaching of the seller. But assessing sales efforts is not as easy as evaluate sales results. And that’s one reason why the former are evaluated less. Sales evaluation Sydney
What behaviors, criteria or parameters should you evaluate?
We associate the idea of process or sales funnel with a set of opportunities that flow and transformed by the action of the vendor, from a starting line with a number of unknown prospects to a final goal with a number, usually smaller, customers faithful.
Seller evaluate the efforts that flow means evaluating opportunities; identifying and evaluating for each vendor:
How do I measure? In sales, for example, there are the KPI (Key Performance Indicators), those being affected positively or negatively influence the results of your business. Experience shows that the “amount sold” is determined by the “quality of sale” and the use of precise indicators to measure this performance.
Some businesses measure how much billed. But if you want to succeed in sales you must also measure how revenues are generated. And help improve with clear, useful and numerically specific recommendations.
- The volume flow of opportunities in each phase.
- The amount of activities.
- The length of your sales process.
- The speed with which transforms customers and business opportunities.
- The conversion efficiency interstage.
- The quality of opportunities.
- Acquisition costs.
- The day after.
By evaluating commercial efforts throughout your sales process enables the control and early detection of management problems so you can act accordingly. It is a more proactive approach to address the vendor performance to wait their results.
These parameters are a means, not an end. Select the minimum-more-valuable information for sales and type of equipment available at a reasonable and use them to help, improve, motivate, reward, train and develop the selling cost. Sales evaluation Sydney.
