Tracking Sales Activities Can Help Build Up Your Sales Force
“Creating a formula for when to hire sales people has its merits,” Zoot agreed. “I’m in.”
“I don’t think it will take much of your reps’ time,” Numo noted. “In general, our metrics should adhere to the KISS (Keep It Simple, Stupid) principle and be easy to record and calculate.”
“Count me in as well,” Org said emphatically. “Where do we start?”
Today’s FIRE! Point
Tracking your printing company’s sales efforts can provide you with lots of useful data, including total cost per sales hour and value of each rep’s sales call. This data then can be used to motivate your salesforce and to justify hiring new employees in appropriate areas.
FIRE! in Action
NEC Uses Sales Tracking to Improve Salesforce Efficiency
NEC implemented a strategic program for tracking direct and indirect sales. With the help of the program, the technology company was able to greatly improve the efficiency of its sales activities.
Next week: The FEI tribe discusses the importance of list and database marketing.