Page 308 - Training 2019
P. 308
Let us look at a simple example of how key ratios can help us to break down targets into
sales activity. Let us assume, for the example that follows is where repeat business
involved.
The product is Scapa and we will assume a working month of 22 days. This helps us to
plan for the unexpected and aims to achieve target well before the end of the month. We
have allocated an average sales value of R3,000. This is a useful figure for breaking
down our target into more manageable units.
Example 1: Scapa
Monthly target (Scapa) R200000.00
Average sales value R3000.00
Number of sales required 67 p/m
Number of working days 22
Sales required per week 15.2
Barkev Sales Training Producing Your Personal Sales Plan 2
