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The purpose of sales force effectiveness metrics is "to measure the performance of a sales force and of individual salespeople." "When analyzing the performance of a salesperson, a number of performance indicators can be compared. These can reveal more about the salesperson than can be gauged by his or her total sales.
A performance indicator or key performance indicator ( KPI) is a type of performance measurement. [ 1] KPIs evaluate the success of an organization or of a particular activity (such as projects, programs, products and other initiatives) in which it engages. [ 2] KPIs provide a focus for strategic and operational improvement, create an ...
According to Richard et al. (2009), organizational-performance metrics encompass three outcomes: [28] Financial performance, such as profits, return on assets, and return on investment; Product market performance, such as sales and market share; Total shareholder return, economic value added, and similar; Organizational effectiveness [29] is a ...
Sales management is a business discipline which is focused on the practical application of sales techniques and the management of a firm's sales operations. It is an important business function as net sales , through the sale of products and services and resulting profit , drive most commercial business.
Performance measurement is the process of collecting, analyzing and/or reporting information regarding the performance of an individual, group, organization, system or component. [dubious – discuss][ 1] Definitions of performance measurement tend to be predicated upon an assumption about why the performance is being measured. [ 2]
This includes the metrics chosen to monitor and the timeliness of the data forming those metrics; data must be up to date and accurate. Key performance indicators, balanced scorecards, and sales performance figures are some of the content appropriate on business dashboards. [10]
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