Volume : 5, Issue : 12, December - 2016

A STUDY OF VARIOUS METRICS WHICH IMPACT SALES FORCE EFFECTIVENESS

Abhijit Chandratreya

Abstract :

<p>&nbsp;<span lang="EN-IN" style="font-size: 10pt; line-height: 115%; font-family: &quot;Times New Roman&quot;, serif;">Sales metrics</span><span lang="EN-IN" style="font-size: 10pt; line-height: 115%; font-family: &quot;Times New Roman&quot;, serif;">&nbsp;are a collection of individual and organizational performance indicators and ratios. They are calculated from collected data that describe the start-up&rsquo;s historical and on-going&nbsp;sales&nbsp;processes.</span></p> <div class="WordSection1"> <p class="MsoNormal" style="margin-bottom:0in;margin-bottom:.0001pt"><span lang="EN-IN" style="font-size: 10pt; line-height: 115%; font-family: &quot;Times New Roman&quot;, serif;">These metrics are very important in determining the sales force effectiveness of any organization. The study is conceptual in nature and tries to find out the various methods / metrics which are applied by the organizations while calculating the effectiveness of the sales activities. <o:p></o:p></span></p> </div> <p><span lang="EN-IN" style="font-size: 10pt; line-height: 115%; font-family: &quot;Times New Roman&quot;, serif;">< clear="all" style="page-eak-before:always;&#10;mso-eak-type:section-eak" /> </span></p>