Gain Competitive Advantage: 2013 Sales Benchmarks Report

[WRNTY]

 

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Sales Rep Benchmarks 2013   Hi , As a sales professional, you need access to leading indicators that track today’s behavior and shed light on tomorrow’s sales. The optimal time-tested tool is Key Performance Indicators (KPIs). KPIs are barometers that ensure you have a robust operation. They provide an objective form of measurement that allows you a glimpse into your future — before it’s too late to change direction or solve any issues within your organization. A key ingredient towards gauging “health” and achieving sustainable excellence is benchmarking your KPIs to those of your competitors. Unfortunately, in our industry, benchmark data is very elusive. Over recent years, our SaaS system has built up the world's most comprehensive database of KPI information pertaining to sales reps and the wholesale industry. We welcome you to join our first quarterly KPI survey. Participants in the survey will have access to our Sales Rep Benchmark Report as a free service to the industry. The completely anonymous report will be a compilation of our accumulated data together with the survey results and will be published during Q1.   Click to Start Survey   The following are some examples of the type of KPI information in the WRNTY Sales Rep Industry Benchmark Report:    Items per Order Here we present the compilation of “Items per Order”. For ease of comparison we divided the data into two populations: a dataset for industries with “Fast Moving Items” (e.g. Food, Beverage, Cosmetics) and a dataset for organizations with “Slow Moving Items” (e.g. Jewelry, Fashion, Eyewear). As expected, industries with Slow Moving Items have more orders with less than 10 items per order, while industries with Fast Moving Items have comparatively more orders with more than 100 items per order. On the other hand, it is quite surprising that 25% of orders of Fast Moving Items have less that 10 items and ~25% of Slow Moving Item orders have more than 100 items.     Quarterly SalesRep Revenues ($) It is notable that there is no material difference between the sales figures per sales rep – whether they sell Fast or Slow Moving Items. The median across industries is approximately $50,000 per quarter. It is however very interesting that a high proportion of sales reps (~6%) sell only approximately $1,000 per month. It is assumed that these sales reps represent many brands/ organizations in parallel.     Revenues per Order ($) It can be seen that, in general, orders in Fast Moving Item industries are smaller while orders from Slow Moving Item industries are larger. It is quite surprising to learn that close to 15% of all orders are under $100.      We trust that this type of information is of tremendous value to your organization. We will be happy to provide you with the next installment of Sales Rep KPI Benchmarks after you fill in this brief “15 click” survey.   All the information collected in this survey will be completely anonymous.   Click to Start Survey     ©2014 WRNTY Ltd. All rights reserved.

 

 

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