You have already exceeded the limit of read notes.Register for free to continue readingCompanies, manufacturers and distributors, often face challenges in their daily operations trying to achieve good performance and performance.The sales teams represent part of the main income and it is the objective of the companies.To know what happens at the points of sale, it is necessary to know how to measure commercial performance and prevent your business from failing.It is estimated that in Argentina there are more than 856,300 companies, of which 83% are micro-enterprises;16.8%, SMEs, and only 0.2% large companies.According to INDEC, total sales last year, revealed in a survey, reached a total of 35,092.8 million pesos, which represents an increase of 109.1% compared to the 2020 period.Then measuring the performance of the commercial area gives us a detailed vision of the different phases of the process and see what improvements can be implemented to increase the profitability of the business.A large part of the directors only focus on measuring the income of the month;however, to predict sales growth it is important to consider measuring the effectiveness and efficiency of the business process.All these points are key to knowing how sales are in the business and what we must change to get where we want.By measuring the sales productivity of the team you can see important data on strengths and weaknesses in order to make effective decisions.Measurement of sales teamsThis team plays a key role in sales productivity, especially in customer service at the different points of sale.The staff is involved from the moment a customer enters the premises until the purchase is completed.Measuring and controlling the performance of people is usually one of the most complex tasks.To achieve this, frequent, rigorous and professional supervision and control are needed.Among the elements that must be measured and evaluated to increase sales productivity are:Training.Degree of preparation on products and services, as well as sales techniques to manage customers.Knowledge of the processes.Understanding and execution of the steps to follow with each client, according to the stage of the process in which each one is.In this way, it is ensured that, regardless of the point of sale, visitors have the same quality of management and information.Customer service.The way and technique with which customers are handled, how they are given a solution and how their needs are resolved.In this it is also necessary to measure the degree of user satisfaction to have an evaluation of the sales team.Image.Customers' perception of your business and their purchase decision also depends on what they see in the sales staff (their appearance).Following a focus on team performance, we have the following management indicators that we can measure and improve at the point of sale:Conversion rate.It consists of measuring in a certain period of time, the number of customers who bought over the number of customers who entered the store.The formula is as follows:Conversion rate = No. of buyers / No. of visitorsAverage ticket.It is the total or gross value invoiced in X period of time, divided by the sales volume.The formula is as follows:Average ticket = Vr.amount invoiced for sales / Quantity or volume of salesAverage units per ticket.It is an indicator that seeks to measure how many units or products are sold per customer.With this, it is possible to identify the effectiveness or capacity of each seller to apply techniques such as cross-selling.It is obtained as follows:Average units per ticket = Sales volume / No. of customersCustomer satisfaction.Customer satisfaction is "the acid test" to know the customer experience at the point of sale (both physical and online).Through this we obtain both individual feedback from each member of the team, as well as global feedback from the entire sales and customer service area.This can be done by different means such as surveys or through market research strategies such as mystery shopping.Sales productivity is one of the key measurements to ensure the profitability of companies and businesses.Among the kpi's used for this measurement are: conversion rate, average sales ticket, average units per ticket and customer satisfaction.In addition to implementing the sales management indicators, you must have the human resources and tools to ensure that this measurement of KPIs is objective.The content you want to access is exclusive to subscribers.What is read nowThe Most ReadMEDIAKIT - JOURNAL FINANCIAL AREA PAPERRATES - DAILY PAPER FINANCIAL AREAEditorial: redaccionweb@ambito.com.ar Subscriptions: suscripciones@ambito.com.ar // +54 9 11 4556-9147/48 or +54 9 11 4449-3256Director: Julián Guarino - Copyright © 2019 Ámbito.com - RNPI In process - Issn 1852 9232 All rights reserved - Terms and conditions of use