Identifying Top performers

Human Resources » HR Metrics & Measurement

	Message From: biswajit.sirohi	Total Posts: 10	Join Date: 14/07/2008
Rank: Beginner	Post Date: 14/06/2009 15:58:07	Points: 50	Location: United States

Dear HR Friends,

I have a very intersting query. How to select the Top performer's specially in the Sales function ?

I am working this project..and needs your inputs / expertise on the same.

We are taking following criteria :-

1. Target Sales Vs Actual Sales.
2. Collection Target Vs Actual Collection.
3. Profit Before Tax (PBT)

your valuable inputs would be of great help to me.

Regards,

Biswajit Sirohi

	Message From: srini	Total Posts: 120	Join Date: 14/07/2008
Rank: Leader	Post Date: 14/06/2009 15:59:07	Points: 600	Location: United States

these talk of only quantitatives....

how about qualitatives as in :

* no of calls per day
* customer touch time
* Principal[partners] mgt
* prospect generation...as in prospect base
* clean orders ..etc

	Message From: priyanka	Total Posts: 67	Join Date: 14/07/2008
Rank: Manager	Post Date: 14/06/2009 16:00:20	Points: 335	Location: United States

Dear Biswajit,

Apart from the following, what about -

* Communication & presentation skill
* Leadership abilities
* Productive Calls
* Outstanding control
* Acceptability within the team

	Message From: proftandon	Total Posts: 86	Join Date: 14/07/2008
Rank: Manager	Post Date: 14/06/2009 16:01:34	Points: 430	Location: United States

Guys,

The Sales Top performer can be judged on the following basis:

1. No of calls made in a day.
2. No. of calls fruitful in a week.
3. No. of new customers created in a month.
4. No. of orders generated in a month.
5. No. of prospecting customers generated which can be converted in the future.
6. Amount of revenue generated from the orders collected.
7. Response of the customers towards the sales person.

These are some of the inputs for deciding the top performer.

Prof Tandon