How to Monitor Individual Sales Progress
November 16th, 2009
In the world of sales, the bottom line is how much money the individual bring to the company. This is the company line for the vast majority of businesses in recent times, and it is inherently wrong. Sales progress should never be monitored by the bottom line only. There are far too many other important aspects of sales progress to consider. Paying attention to these other aspects will help you to maximize individual sales progress.
While the previous statement may seem to go against everything you may have learned in Economics 101 class, it is true. Too many companies and managers only look at the front end of sales progress. The truth is, you have to consider returns, exchanges and general customer satisfaction as well. Also, you have to gage how well the sales person is advertising your company name.
For example, if you have a sales clerk selling stereos for you at a rapid pace, but half the sells end up going bad on the back end, is he actually valuable to you? Wouldn’t you rather have a steady employee that sends home what the customer really wants each time? Even if it meant a drop in sales dollars? If you are smart about your business you would. In the long run, the second sales person in this example is far more valuable.
Monitoring this progress is not as hard as it might seem. The key is to follow the returns that your store receives. Make sure that you post these figures alongside sales when you are looking at their sales performance. Add in a column for customer complaints as well. If you have a rash of complaints that all trace back to the same sales person, then this is cause for immediate concern.
Spend plenty of time on the sales floor for the maximum sales monitoring. Charts, graphs and sales reports are only valuable in concert with the hands on monitoring of your employees. How you get to the bottom line is just as important as the bottom line itself. The truth is, it is more important to the survival of your business.
Have your employees sell to you to monitor sales progress as well. There is no better way to test knowledge than to buy something from them. Take an hour or two a day to have them show you their sales strategy. This not only will help you to monitor sales progress, but it can help you to adapt it as well. If there is a problem, then you can fix it on the fly. When you notice an error, do not put off fixing the problem. If you need to, take them off the sales floor until the problem is resolved. It only takes one mistake to lose a customer for life.
Sales progress and monitoring is really just about paying attention to the pulse of your business. Your employees offer your products and people buy them. As long as you are careful about watching how they sell, as well as how much they sell, you will be in fine shape.
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Tags: Sales, Sales Progress
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