Percentage of sales force that made their quotas/targets in the last 12-month reporting period

This measure calculates the percentage of the sales force that hit their designated quotas/targets in the last 12-month reporting period. It is part of a set of Staff Productivity measures that help companies assess the efficiency of staff working on the "manage sales orders" process.

Benchmark Data

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Measure Category:
Staff Productivity
Measure ID:
102529
Total Sample Size:
413 All Companies
Performers:
25th
-
Median
-
75th
-
Key Performance
Indicator:
No

Compute this Measure

Units for this measure are percent.

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Percentage of the sales force that made their quotas/targets in the last 12-month reporting period

Key Terms

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Staff Productivity

Staff Productivity is a measure of the efficiency of individuals performing specific processes. Measures in staff productivity generally relate the transaction volume or outcome of the process with the effort in terms of full time equivalent employees to perform the process.

Measure Scope

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Cross Industry (7.3.1)

  • 3.5.4.1 - Accept and validate sales orders (10194)
  • 3.5.4.2 - Collect and maintain account information (10195)
    • 3.5.4.2.1 - Administer key account details (10201)
    • 3.5.4.2.2 - Retrieve full customer details (10202)
    • 3.5.4.2.3 - Modify involved party details (10203)
    • 3.5.4.2.4 - Record address details (10204)
    • 3.5.4.2.5 - Record contact details (10205)
    • 3.5.4.2.6 - Record key customer communication profile details (10206)
    • 3.5.4.2.7 - Review involved party information (10207)
    • 3.5.4.2.8 - Terminate involved party information (10208)
  • 3.5.4.3 - Determine availability (10196)
  • 3.5.4.4 - Determine fulfillment process (10197)
  • 3.5.4.5 - Enter orders into system (10198)
  • 3.5.4.6 - Identify/perform cross-sell/up-sell activity (17404)
  • 3.5.4.7 - Process back orders and updates (10199)
  • 3.5.4.8 - Handle sales order inquiries including post-order fulfillment transactions (10200)