Monitoring areas of sales performance.
When a sales person comes victoriously into the office or calls to announce a great piece of business that has been booked, do you ask how this lead was generated – did we develop it or was it an inquiry? One reflects skill, the other order taking.
Are you assessing the mix of calls? How many are calls to new prospects, how many are routine traces, how many are outside calls? Of those that are traces, where in the sales ‘pipeline’ are they – at the qualifying stage, negotiating the contract or closing?
Do you spot-check weekly reports? (Do you routinely pick items at random on the sales reports and inquire as to how we got that prospect, what went on during that call and where we stand with that prospect?)