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- Title
Salesperson's True Potential vs. Salespersons Profitability Index.
- Authors
Madhani, Pankaj M.
- Abstract
Typically sales organizations measure only past sales performance and hence rely on historical metric. Sales people who brought in the most sales were considered 'stars'. However, such direct measure was neither an accurate gauge of a sales person's present worth nor a good indicator of his or her potential. By developing a forward looking approach to forecast a salesperson's future value and linking sales performance with the types of training and incentives each salesperson has received, it is possible to optimize salesforce investments, boost revenue and profit and derive greater business value. Salesperson's profitability index (SPI) developed in this paper provides basis for internal benchmarking and helps sales organizations in measuring future value of salesperson. SPI is dependent on future value of sales people and salesforce investment. This research provides insights on how sales organization can incorporate SPI metric in salesforce investment and performance management to boost salesforce productivity and enhance competitive advantages.
- Subjects
TRAINING of sales personnel; SALES personnel salaries; SALES incentive programs; SALES commissions; SALES force management; SALES management
- Publication
SCMS Journal of Indian Management, 2017, Vol 14, Issue 3, p31
- ISSN
0973-3167
- Publication type
Article