One thing to keep in mind when setting KPIs, which is often overlooked, is the number of sales opportunities each sales representative has.
If the number of sales opportunities is too small, it is unlikely that they will lead to increased sales.
However, if you hav france cell phone number list too many, you may end up being sloppy in your dealings with customers during sales.
Therefore, it is also effective to use the number of sales opportunities that sales representatives have as a KPI.
② Customer unit price
Setting the customer's unit price as a KPI is also an effective method.
If a sales representative's average customer spend increases, it will make a difference in sales even if the number of customers remains unchanged.
When it comes to sales, selling a product with a gross profit of 100,000 yen to one person will increase sales by 50,000 yen rather than selling a product with a gross profit of 5,000 yen to 10 people.
③ Number of new customers
Getting new customers is a very important factor in increasing sales.
When doing business, supporting existing customers is extremely important.
However, in order to increase sales, the most important task for sales representatives is to develop new customers, so setting KPIs is essential.
④New sales
In sales activities, sales from new customers are called new sales.
Set sales per person as your KPI. Note that this is not total sales.
By setting the amount per person, you can accurately grasp the average customer price.
⑤Contract rate
We also recommend setting your KPI as conversion rate.
The conversion rate of potential customers can be expressed as the number of sales made divided by the number of sales.
For example, even if you receive 100 visits, if your conversion rate is 1%, only one will result in a conversion.
However, if you are a salesperson with a 50% success rate, you can secure 50 sales out of 100 visits.
⑥ Order period (lead period)
We recommend this tool because it can also quantify the period from when a sales call is made to when a contract is received.
By setting the order period as a KPI, the time until a contract is signed can be shortened, which will allow for other sales activities, leading to increased sales.
The Importance of KPIs in Sales Activities
What KPIs are important when it comes to sales activities?
We will introduce two reasons why KPIs are important in sales activities and how to manage them.