BUSINESS EFFICIENCY USING REPORTS
REPORTS are meant for
-informing the sales managers
-helping the sales managers to make effective decision
to improve results interms of
-effectiveness
-effeciency
0f the people / sales organization operation/customer
service etc.
The bottom line results, due to efficiency/effectiveness ,
could be improvements in
-retention of good people
-termination [ loss]
-induction conducted
-induction success
-orientation conducted
-no. of recruitment
-attrition rate
-market share
-sales volume
-sales revenue
-gross profit
-sales operational improvements
-net profit
-effective area coverage
-effective customer coverage
-effective distribution coverage
-effective product ranging
-effective product fitness
-effective customer service
-effective merchandising
-effective key accounts management
-effective major accounts management
-effective vendors management
-effective resellers management
-effective wholesalers management
-effective distributors management.
etc etc.
THE SALES MANAGER, USING THE REPORTS,
IDENTIFIES
-THE PERFORMANCE GAPS,
-VARIANCE IN ACTUAL VS TARGETS,
-MISSED OPPORTUNITIES IN THE MARKET,
-AREAS FOR IMPROVEMENTS IN SALES PERSONNEL
-AREAS FOR IMPROVEMENTS AGAINST COMPETITION,
-DROP IN PRODUCT SALES
ETC ETC.
A thorough analysis / review of the various reports
[daily/weekly/ quarterly etc] identifies the performance
gaps [ quantitatively/ qualtitatively] in
-effective recruitment
-better induction
-more sales training
-territory sales
-territory coverage
-representative poor performance
-poor customer service
-loss of customers
-customer complaints
-cusomer dissatisfaction
-ineffective account servicing
-ineffective account planning for key/major accounts.
-poor product sales performance
-poor product acceptance
-lack of product awareness
-poor product positioning against competition
etc etc
The sales manager uses this knowledge to develop
improvement programs like
-sales training
-product training
-sales skill training
-territory coverage
-customer coverage
-distributor planning/development
-key accounts planning/development
-improving product ranging
-application training
-customer technical training
-restructuring the territory [ if required]
etc etc.
regards
LEO LINGHAM