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Identifying Top performers
Human Resources » HR Metrics & Measurement

Chrm Message From: biswajit.sirohi Total Posts: 15 Join Date: 14/07/2008
Rank: Executive Post Date: 14/06/2009 15:58:07 Points: 75 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.


Biswajit Sirohi

Chrm Message From: srini Total Posts: 163 Join Date: 14/07/2008  
Rank: Leader Post Date: 14/06/2009 15:59:07 Points: 815 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 in prospect base
* clean orders ..etc
Chrm Message From: priyanka Total Posts: 86 Join Date: 14/07/2008  
Rank: Manager Post Date: 14/06/2009 16:00:20 Points: 430 Location: United States
Dear Biswajit,

Apart from the following, what about -

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

Chrm Message From: proftandon Total Posts: 101 Join Date: 14/07/2008  
Rank: Leader Post Date: 14/06/2009 16:01:34 Points: 505 Location: United States


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

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