How do you measure the ROI of your field sales reps?
Measuring ROI of field sales reps
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I suppose you’re interested in measuring the value generated by any given sales rep? To calculate the ROI just measure the total costs (e.g. salary, travel expenses etc) and balance them out against all the generated sales from the rep. However, looking at these numbers just by themselves will give you a rather limited picture. I’d recommend looking deeper into metrics such as the lead, qualified or closed rate. Measure each sales reps conversion rate and take into account case-specific information!
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To keep it simple: ROI = (Profit Gained from Investment/Cost of Investment) * 100. If the result is positive, you should keep them on. If it is negative, you should look into re-educating them or figuring out how to increase their sales.
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