Page 27 - Management Report Matrix Guide
P. 27
ABOUT THIS REPORT
Most CEO’s measure sales reps based on Sales - their top line results. The Profit & Loss By Sales Rep. report shows the profitability of each Sales Rep which is much more important. It allows you to see Gross Profit by Sales Rep by Service item, enabling you to measure and compare performance.
Not all sales people are alike. Some sell on value, others offer discounts because they are selling a commodity. Use this report to clone your best sales reps and retrain the discounters.
ACTIONS TO TAKE
» Look at the Gross Profit % and Net Income % for each sales rep to study what behaviors drive those profits.
» Develop a sales training program based on those sales reps so they can be replicated with the other individuals or sales teams.
For under-performing individuals or groups, find out if there is a legitimate explanation for the low margins. Conduct performance reviews, provide additional training, and/or consider replacing under- performing staff.
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