Sales Force Management KPIs for Food and Beverage Manufacturer

Sales Force Management KPIs for Food and Beverage Manufacturer

Leads Qualified Leads Accounts with Decision Accounts with Orders

Sales Funnel

The number of Potential Clients, Company Sales Force managed to contact over a period, these have the need.

The number of leads that shown interest in company products, has the ability to buy from it.

Accounts that decided to buy products from the Company, but did not place any actual Order yet.

Accounts that completed the buying process with the Company – placed 1+ Orders.

Manager Effectiveness,%

Analyze activity for each sales manager in the context of transforming leads into Accounts with Orders.

Manager Effectiveness,%
Sales Force Compensation

Sales Force Compensation

Total Payments to the sales persons consisting of base salary, commissions and bonuses.

Shows the ratio of sales force compensation comparing to Company revenue from sales.

Accounts without Orders

Shows number of Accounts with expected Orders over the specified period, but no actual Orders were placed.

Accounts without Orders
New-Repeat Accounts

New/Repeat Accounts

Number of Accounts newly acquired by the Manufacturer in reporting period; and number of Accounts with previous Orders

Accounts by Price Level

Shows the distribution of Manufacturer Accounts by the Price level – usually, the company has a couple of price levels for the different type of Accounts.

Accounts by Price Level1
Accounts Segments by Margin Value

Accounts Segments by Margin Value

Shows the distribution of Manufacturer Accounts by the Running Total Margin Value.

Cross/Upsell Possibilities

Shows top N Accounts that bought one chosen Item, but didn’t buy a list of another item – to be proposed in a promotion.

Cross-Upsell Possibilities
Promotions Response Rate

Promotions Response Rate

Shows how each promotion performed in terms of number of Accounts that placed orders.

Revenue by Account

Revenue by Account Shows the Company Revenue, by each Account.

Cost Sold Products by Account Shows the Company costs for the products sold, by each Account.

Margin Value by Account Shows the Company Earnings from Revenue after deducting costs by each Account.

Margin Ratio by Account Shows the ratio of Company margin by each Account.

Revenue by Account