CEOs Guide to Sales Performance

1. A CEO’s guide Creating a sales performance calculator and increasing customer growth How many customers do you want to win this year?    Using a sales performance calculator can clearly outline your business goals. It can be used to monitor yearly progress to ensure your sales team are on track with clearly defined expectations. Use the example below to see how effective performance targeting can be for your business. • 13,500 yearly • 1,125 monthly • 281 weekly • 56 daily 13,500 Calls *15% Call to conversation rate • 2,025 yearly • 169 monthly • 42 weekly • 8 daily = 2,025 Conversations 10% Conversation to consultation rate • 203 yearly • 17 monthly • 4 weekly • 1 daily = 203 Consultations 5% Consultation to sale rate • 10 yearly • 1 monthly • 0 weekly • 0 daily = 10 New customers a year Once you have tailored your calculator to your exact goals, you can use your figures to create a scoring system for your sales team. Divide your daily and weekly conversation and consultation calculations ... ... by the amount of salespeople on your team to achieve clear targets. You can even weight these calculations if necessary to reflect performance expectations based on seniority or experience. *Base your conversion rates on historical data to achieve tailored results.