Enhancing Sales Performance Reports: What Additional Areas Should I Include?

Hi,

I was actually preparing a performance analysis report for the sales team on a monthly basis. I have covered a few areas such as monthly performance, collection of payments, bad debts, overall performance, and customer base.

Can anyone suggest a few more areas that will help enhance my report?

Revert and have a great day!

Rajiv Krishnan

MONTHLY SALES PERFORMANCE SCORECARD

1. CURRENT TOTAL SALES [TERRITORY] VS SALES TARGET [% RESULT]

2. CURRENT TOTAL SALES VS LAST YEAR [SAME MONTH]

3. TOTAL customer visits NO.

4. TOTAL new prospects visits.

5. CONVERSION OF NEW PROSPECTS INTO CUSTOMERS

6. Customer complaints

7. Customer satisfaction analysis

8. Sales by products

8A. SALES OF CURRENT PRODUCTS

8B. SALES OF NEW PRODUCTS [IF ANY]

9. Check on unsuccessful visit reports

10. Monitoring repeated lost sales by individual salesmen

11. Sales commission analysis

12. Monitoring of enquiries and orders

13. Sales per 100 customers

14. "Strike rate" - turning enquiries into orders

15. Analysis of sales by product line

16. SALES by geographical area WITHIN THE TERRITORY

17. By individual customer

18. Matching sales orders against sales shipments

19. Backlog of orders analysis

20. Sales performance of individuals against team sales.

21. Share of the TERRITORY market against competitors

22. Share of new projects in the industry

23. PARTICIPATION IN new product/service launch analysis

24. Delays in delivering to customers IN THE TERRITORY.

25. Value of warranty repairs to sales over the period [technical products]

26. NO. OF SALES PROPOSALS SUBMITTED / VALUE

Regards,

LEO LINGHAM