Performance Summary

The “Heartbeat” of your company.   The Performance Summary provides the following:

·        Dollar Volume Per Square foot of Retail selling Space.  Also calculated with a year to date projection.

·        Lists all sales associates

·        Calculates total dollar volume by salesperson

·        Provides total number of sales for any given period; day, week, month year etc.

·        Calculates number of items per sale

·        Generates total number of opportunities visited by each sales person.  (You should monitor this number weekly for the entire showroom and company to determine if you are getting better or getting worse).

·        Provides average sales per hour by sales person with an overall showroom average.

·        Provides Conversion Rate (Closing Ratio) by salesperson and an average for showroom.

·        Provides the Revenue Per Up by salesperson with a total average for the entire company.  The most important number we provide.  If you do not understand the benefits of this calculation please call me personally.  I promise it will revolutionize the way you look at your company.  Using this number simply guarantees improvement.

·        At the top of the report it also combines the front door traffic counter data for the same date ranges so you can easily compare front door traffic to actual entries by your sales staff.

·        Provides a monthly comparison of advertising effectiveness with cost per opportunity and cost per sale monthly analysis.

·        The system also provides you several options to track on this report.  You are permitted to track the number of personal trade (be back) customers each salesperson has.  You can track several other things that may be exclusive to your industry, for example fabric protection for the furniture industry, square footage for the flooring industry by salesperson, warranties for appliances or motor vehicles, and units rather than dollar volume for goals.  All of this information appears on this single concise report. 

In short, you and your management team have a large percentage of what you need to assist your sales team in becoming the best in your market.  By simply viewing this report on a regular basis and sharing this information with your sales team you are guaranteeing improvement.

As mentioned earlier we suggest you put this report in a three ring binder, and track your trends and history, and use a highlighter and marker or red pen to track the important changes.  We have also made this report viewable by individual salesperson.  It is also possible to turn off the auto print feature through Maintenance or Reports although of course we don’t suggest this. 

The Revenue Per Up column is the average dollar value of each opportunity that spoke with each sales person who visited your showroom.  It is the most important management number you could ever have.  There are only two ways to improve this number.  One is to improve an individual salespersons closing ratio, the other is to improve the individuals average sale or of course a combination of both.  This number is the heart of your business and should be treated with reverence.  The higher the number, the better the employees overall performance.