MEASURING PRODUCTIVITY LEVEL OF THE
SALES DEPARTMENT
Nourhan Ahmed Mohamed Ibrahim
Operations’ Management
Dr. Bassam El-Ahmady
November 20, 2021
Introduction:
I work at Best Choice for property investments, in the department of sales, Our
salespersons team have a plan to reach and achieve the sales target monthly whether
by location visits with our perspective clients or by calls for the leads interested in
properties whether for renting, investing, buying.
As a sales manager I receive daily the CRM leads’ report which is generated by
several sources like: Google ads, Facebook campaigns, referrals, OLX, Property
finders etc. these leads should be less than a hundred lead daily for reaching our
target profit, and this number of leads after transfer them to each agent in order to
receiving their needs and checking the availability then the data analyzed and divided
as follows:
Total No. Leads
100
Respondents
Interested
70
30
Actual visits
10
Close deals
2
When it comes to the monthly target (the number of clients who close the deal), we
notice that the location has an effect on the productivity level as follows:
New Capital
New Cairo
October
Zayed
North coast
Ein el sokhna
NO. clients : 28%
NO. clients : 46%
NO. clients : 9%
NO. clients : 8%
NO. clients : 4%
NO. clients : 5%
- Numbers of monthly generated leads = NO. Generated leads daily * NO. working
days = 26 * 100 = 2600 lead / month
- Total NO. Clients who actually close deals monthly = NO. Deals closed daily *
NO. working days = 28 * 26 = 52 actual deal monthly
*Sales productivity measuring = total NO. Actual leads / Total NO. Leads monthly
= 52 / 2600 = 0.02