Hello All,
Greetings for the day!
'm looking for KRA's pertaining to FMCG firm 'm working for.
Below is what i have devised. Plz suggest.
here the tracking is done weekly...
KRA's For Frontlines Sales : weights
  1. Volumes 60
  2. Coverage 10
  3. Productive calls in a day/week 15
  4. attendance 10
  5. reporting 5
KRA's For Managers Sales : weights
  1. Volumes 60
  2. Coverage 10
  3. Distributor appointment 15
  4. Team Appointment 10
  5. attendance 5
  6. reporting 5

i wanna know that how team appointment can be quantified?

From India, Mumbai
Dinesh Divekar
Business Mentor, Consultant And Trainer
Strategic And Business Hr
Rajat Joshi
Hr Consulting ,trainer -creative Thinking
+1 Other

Dear Tabassum,
I do conduct the training programme on PMS but then I need to know more details. A person who has worked in FMCG will only be able to sort out your query. Secondly, attaching weights apart, you need to devise supporting MIS also to capture the performance of the staffs.
By the way, total of all the weights for Managers is coming to 105. Is this ok to you?
Dinesh V Divekar

From India, Bangalore
Hello Tabasussum,
I have worked in hard core sales with FMCG in initial phase of my career and would like to share a few pointers on the KRAs for the frontline sales staff.
1. Meeting weekly Targets
2. New retail outlets
3. Collection weekly target ( even if the collection is responsibility of distributor then they should contribute towards the same as how would distributor would pay the company.)
4. Sales promotional activities

Besides this company should endeavour to get the following inputs:

1. Suggestions to improve the market share
2. Competition news & movements.
Frankly speaking, attendance and reporting don’t really matter if the allocated targets are being achieved.
Best Regards,
Rajat Joshi

From India, Pune
@ Dinesh and Rajat

thanks for the promt reply.

Yeah sorry the weights for managers are messed up the correct weights are as under

KRA's For Managers Sales : weights

1. Volumes 50

2. Coverage 15

3. Distributor appointment 15

4. Team Appointment 10

5. attendance 5

6. reporting 5

'm attachin all the MIS required for this purpose.

plz go through and let me knowof any improvizations required.

I had taken attendance and reporting into consideration 'cuz sales ppl oftern take leaves and being a sales driven org. we can't afford to lose revenue due to this reason.

For reporting we have an ERP system launched with mobile application also. ppl do not feed in data when required. Also for other daily , weekly and monthly reports people are a li'l sluggish.

moreover the tracking is not long term as happens in PMS... its only KRA's taken into account for 6 weeks time.

the new joinee is put on this task and evaluated accordingly. It is the time period which is given to new joiners to demonstrate their potential and caliber in the company.

From India, Mumbai

Attached Files (Download Requires Membership)
File Type: doc 6 Weeks Monthly Grid - Frontlines 1.doc (64.0 KB, 1585 views)
File Type: xls Blank Template 6 Weeks - Managers 1.xls (27.0 KB, 1362 views)
File Type: doc 6 Weeks Monthly Grid - Managers 1.doc (69.0 KB, 799 views)
File Type: xls Blank Template 6 Weeks - Frontlines 1.xls (26.5 KB, 867 views)
File Type: xls 6 Weeks performance measurement sheet.xls (121.0 KB, 1991 views)

as youmake the KRA donot forget 2 main parts - communication and working with people effectively...in fact without these none of the ideas you have will work...
and whatever you do make sure that can be measured and respected by the team - peer group -

From Singapore, Singapore
As per my understanding Communication and working effectively with people are the competencies required, As of now 'm not taking competencies into aspect since its a short term tracking plan. The employees are selected through BEI and go through lengthy procedure. So i can assure the Communication and team work are average if rated.
My PMS does have both competencies as well as KRA's ...

From India, Mumbai

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