Page 316 - Training 2019
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SECTION 5. Activity analysis
These are some of the ratios we are not yet covering as a business.
Key ratios achieved to date are:
1. Mail shots followed up with a telephone calls
2. Telephone calls to appointments
3. Appointments to quotations received
4. Quotations received to sales achieved for existing and new business
5. Customer’s orders over 3 months.
6. Average sales value (approx.) existing categories, value on new business
7. Average lead time: i.e. 4 weeks
8. Target activity for 2018. 25 visits per week, 50% to existing accounts
Target for the month: R 350 000
Previous business target: R295000
Average order value R500
Orders required 60
Conversion rates:
Quotations: orders1:2
Visits: quotations 1: 2
Quotations needed to be generated 40
Visits required 100
Potential Business Growth
Average order value R575
Orders required 75
Conversion rates:
Quotations: orders 1: 3
Visits: quotations 1: 2
Quotations to generate 50
Visits required 140
Total activity per annum
This allows for approximately w new business visits a week, assuming 22 working days, of which around
84% are to see existing customers and 16% potential new customers. This leaves Fridays to do follow up
calls, given the target for total activity is 25 existing customer visits per week.
Barkev Sales Training Producing Your Personal Sales Plan 1
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