# Sales FTEs as a percentage of total business entity FTEs

This measure calculates the percentage of business entity full-time equivalent employees (FTEs) that are sales FTEs. Sales FTEs focus on selling products/services and setting customer expectations. This measure is a Supplemental Information measure that helps companies evaluate additional variables not covered elsewhere for the "develop and manage sales plans" process.

## Benchmark Data

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Measure Category:
Supplemental Information
Measure ID:
102530
Total Sample Size:
2,750 All Companies
Performers:
25th
-
Median
-
75th
-
Key Performance
Indicator:
No

## Compute this Measure

Units for this measure are percent.

`(Number of FTEs who perform the sales function/Number of business entity FTEs)*100`

## Key Terms

#### FTE - (full-time equivalent employee)

To calculate the number of full-time equivalents employed during the year for each respective process or activity, you must prorate the number of employees and the hours spent performing each process/activity. Assume that a full-time worker represents 40 hours per week. Provide the average number of full-time equivalents employed during the year for each respective process. Include full-time employees, part-time employees, and temporary workers hired during peak demand periods. Allocate only the portion of the employee's time that relates to or supports the activities identified for an applicable process. Prorate management and secretarial time by estimating the level of effort in support of each activity, by process.

For example, a part-time secretary in the finance department for XYZ, Inc. charges all of his time to finance department activities. He works 20 hours per week. The secretary splits his time evenly supporting employees working in the general accounting process and the financial reporting process. Thus, his time should be allocated by process. So, if he works throughout the year and supports these two processes, his time would be split evenly as:

20hrs/40hrs = .5FTE * 50% for general accounting = .25FTE for general accounting

20hrs/40hrs = .5FTE * 50% for financial reporting = .25FTE for financial reporting

#### Supplemental Information

Supplemental information is data that APQC determines is relevant to decision support for a specific process, but does not fit into the other measure categories such as cost effectiveness, cycle time, or staff productivity.

For survey purposes, a business entity is defined as an entity that:

1. performs significant aspects of the processes for the surveys identified, or
2. is part of a cost or revenue center within the company.

Within your organization, diverse departments may be geographically co-located, with closely integrated operations that form part of one "business entity" which may be a great distance apart. When trying to determine if related parts of your operation should be considered a single business entity, look for the following characteristics:

• Do they operate closely together?
• Do they serve many of the same customers?
• Do they support the same region or product group?
• Do they share any performance measures?
• Is data meaningful at a consolidated level?

Examples of business entity definition:

1. A general ledger accounting unit located in Germany has two groups. One performs general ledger accounting for the corporate headquarters, which has three business units. The other group does general ledger accounting for one of the three business units. In spite of their geographic co-location, their roles are substantially different and consolidating their data into a single response would make it less meaningful. Each group should be treated as a separate business entity.
2. Three business units within a corporation use a shared services center for accounts payable and expense reimbursement, but are self-supporting for the other financial processes. The best approach is to make the shared services centre a separate business entity for accounts payable and expense reimbursement, and to retain the three original business units for the other financial processes.
3. A global manufacturing company has five plant locations, each manufacturing product and each with its own logistics operations. For purposes of completing a manufacturing and logistics survey, they should be treated as five separate business entities.

## Measure Scope

#### Cross Industry (7.3.1)

• 3.5.1 - Manage leads/opportunities (10182)
• 3.5.1.1 - Identify potential customers (10188)
• 3.5.1.3 - Validate and qualify leads/opportunities (18115)
• 3.5.1.4 - Match opportunities to business strategy (11773)
• 3.5.1.5 - Develop opportunity win plans (18116)
• 3.5.1.6 - Manage opportunity pipeline (20011)
• 3.5.1.7 - Determine sales resource allocation (10209)
• 3.5.1.8 - Manage customer sales calls (10184)
• 3.5.1.8.1 - Perform sales calls (10190)
• 3.5.1.8.2 - Perform pre-sales activities (10191)
• 3.5.1.8.3 - Manage customer meetings/workshops (20012)
• 3.5.1.8.4 - Close the sale (10192)
• 3.5.1.8.5 - Record outcome of sales process (10193)
• 3.5.2 - Manage customers and accounts (10183)
• 3.5.2.1 - Select key customers/accounts (20013)
• 3.5.2.2 - Develop sales/key account plan (11173)
• 3.5.2.3 - Manage sales/key account plan (20014)
• 3.5.2.4 - Manage customer relationships (11174)
• 3.5.2.5 - Manage customer master data (14208)
• 3.5.2.5.1 - Collect and merge internal and third-party customer information (16598)
• 3.5.2.5.2 - De-duplicate customer data (16599)
• 3.5.3 - Develop and manage sales proposals, bids, and quotes (11779)
• 3.5.3.1 - Receive Request For Proposal (RFP)/Request For Quote (RFQ) (11781)
• 3.5.3.2 - Refine customer requirements (11780)
• 3.5.3.3 - Review RFP/RFQ request (11782)
• 3.5.3.4 - Perform competitive analysis (11783)
• 3.5.3.5 - Validate with strategy/business plans (11784)
• 3.5.3.6 - Understand customer business and requirements (11785)
• 3.5.3.7 - Develop solution and delivery approach (20015)
• 3.5.3.8 - Identify staffing requirements (11787)
• 3.5.3.9 - Develop pricing and scheduling estimates (11788)
• 3.5.3.10 - Conduct profitability analysis (11789)
• 3.5.3.11 - Manage internal reviews (20016)
• 3.5.3.12 - Manage internal approvals (20017)
• 3.5.3.13 - Submit/present bid/proposal/quote to customer (11790)
• 3.5.3.14 - Revise bid/proposal/quote (20018)
• 3.5.3.15 - Manage notification outcome (11793)
• 3.5.4 - Manage sales orders (10185)
• 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)
• 3.5.5 - Manage sales partners and alliances (10187)
• 3.5.5.1 - Provide sales and product/service training to sales partners/alliances (10211)
• 3.5.5.1.1 - Provide certification enablement training (20019)
• 3.5.5.1.2 - Manage certifications and skills (20020)
• 3.5.5.1.3 - Provide support to partners/alliances (20021)
• 3.5.5.2 - Provide marketing materials to sales partners/alliances (18641)
• 3.5.5.3 - Evaluate partner/alliance results (10214)
• 3.5.5.4 - Manage sales partner/alliance master data (14209)
• 3.5.6 - Manage sales workforce (21426)
• 3.5.7 - Perform sales at physical outlets (21427)
• 3.5.8 - Perform field sales (21428)
• 3.5.9 - Perform digital sales (21429)