Sales Force Management KPIs for Food and Beverage Manufacturer
Sales Funnel
The number of Potential Clients, Company Sales Force managed to contact over a period, these have the need.
The number of leads that shown interest in company products, has the ability to buy from it.
Accounts that decided to buy products from the Company, but did not place any actual Order yet.
Accounts that completed the buying process with the Company – placed 1+ Orders.
Manager Effectiveness,%
Analyze activity for each sales manager in the context of transforming leads into Accounts with Orders.
Sales Force Compensation
Total Payments to the sales persons consisting of base salary, commissions and bonuses.
Shows the ratio of sales force compensation comparing to Company revenue from sales.
Accounts without Orders
Shows number of Accounts with expected Orders over the specified period, but no actual Orders were placed.
New/Repeat Accounts
Number of Accounts newly acquired by the Manufacturer in reporting period; and number of Accounts with previous Orders
Accounts by Price Level
Shows the distribution of Manufacturer Accounts by the Price level – usually, the company has a couple of price levels for the different type of Accounts.
Accounts Segments by Margin Value
Shows the distribution of Manufacturer Accounts by the Running Total Margin Value.
Cross/Upsell Possibilities
Shows top N Accounts that bought one chosen Item, but didn’t buy a list of another item – to be proposed in a promotion.
Promotions Response Rate
Shows how each promotion performed in terms of number of Accounts that placed orders.
Revenue by Account
Revenue by Account Shows the Company Revenue, by each Account.
Cost Sold Products by Account Shows the Company costs for the products sold, by each Account.
Margin Value by Account Shows the Company Earnings from Revenue after deducting costs by each Account.
Margin Ratio by Account Shows the ratio of Company margin by each Account.
