How Do You Measure Sales Staff Productivity?

Casey Conrad and Eddie Tock discuss how to measure the productivity of your sales staff in this week's Ask an Industry Leader. 

Q: "How do you measure the productivity of your sales staff?" 

A:

Casey Conrad
Communication Consultants

A: The key measurements that are looked at in the REX Roundtables that result in increased sales are # of appointments you schedule today for a future date and your efficiency rating ( sales per hour). Both of these will have different numbers for every club, depending on size, market place and niche in the market. Typically after 60 days of carefully monitoring sales, you can benchmark both of these numbers for your club.

The ultimate goal is to increase sales and while performance counts in sales…it is accountability that really pays.

Accountability simply means being held answerable for your own actions and results.  If you wait until the sales reports are in it’s simply too late – you’ll need to track performance along the way.

There are 2 keys to implementing accountability:

1. You must create a culture where your sales team freely and willingly accepts the premise that each person is responsible for their own success and their own failures. 
2. You must have a system in place for measuring and monitoring factors other than pure sales results.

If you're a sales manager, it means you have three primary responsibilities: Lead your people, teach your people and coach your people.

Eddie Tock
Partner
REX Roundtables
eddie@rexroundtables.com

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This post is a part of our weekly Ask an Industry Leader series. We post a new question and answer every Monday morning. If you have a question you'd like our Industry Leaders to answer, submit your question today.

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