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In order to have an efficient sales force, an the sales managers should monitor the functioning of the the sales team particularly in the following areas:
1. The average number of calls salesman make during the day or number of prospects contacted directly by visits per day.
2. The average time taken per contact by each salesman for every sales visit made by him.
3. The average revenue generated by per sales finalised.
4.The average cost per sales call made.
5. Percentage of orders generated per100 sales approach made
6. The number of new customers created within a particular time period.
7. The number of lost customers per period.
8. The cost incurred on the sales force cost to the percentage of total sales made.
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Agreed with the excellent description
given by Mr.: Jetley
Efficiency of the sales force can be attained by each individual and collective sales department achieving its prescribed target.
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