National Sales Center

Sales Ranking Reports Keep The Team Focused

No other department’s productivity gets tracked, monitored and analyzed as much as the productivity of the Sales Department. Not only do they want to know what was sold, they want to know how much will be sold, in the next 30, 60, 90, 120 days!

This scrutiny could be overwhelming but to quote Hyman Roth in the Godfather, “This is the business we chose”. At heart of all these numbers is the sales ranking report. So, today I decided to give you some advice about sales ranking reports.

The Need For Sales Ranking Reports

Why are salespeople so highly compensated and given so many perks? Because nothing happened until something is sold. A business thrives on revenue and like a living creature, must grow or die. Accounts receivables may slip from 30 days to 35 days and sure, that hurts. But all hell breaks lose if sales fall from 110% of quota to 98%. That’s why sales ranking reports are so important.

I know enough about numbers and presentations to tell you that numbers can be manipulated to deceive. However, that’s not the case with sales ranking reports. A sales ranking report must be an honest assessment of overall sales attainment.

Sales Ranking Reports And Structure

I like clean and simple sales ranking reports void of bologna. For example, orders pending credit approval should not be on a sales ranking report. These “orders” only become orders after they are credit approved and that’s when they should get listed on a sales ranking report.

My other issue with nonsense on a sales ranking report has to do with the profane “V” word. Verbal approvals don’t count! Only signed orders and contracts should be listed on a sales ranking report.

So, what should be listed on a sales ranking report? Here is my advice for you,

• MTD $ Quota
• MTD $ Sales Attainment
• MTD % of Quota
• MTD $ Forecast
• MTD % of Forecast
• YTD % of Quota

Only simple data, void of smoke and mirrors, should be contained in a sales ranking report. The key is to increase sales.

Sales Ranking Reports As A Motivator

Obviously, sales reps and sales offices should be listed in descending order on the sales ranking report. Everyone wants to see his or her name on the top of the sales ranking report. For that reason, sales ranking reports serve as a motivator.

The key to using a sales ranking report as a motivator is to give them visibility. I recommended the daily publishing of sales ranking reports. Salespeople need to know where they stand.

The Use Of Sales Raking Reports

Are you seeing the same names, month after month, on the top of your sales ranking reports? It wouldn’t surprise me since 20% of the sales reps generate 80% of the business. So, if this is going on in your office, here is some advice for you. Get serious about advanced sales training.

First, start sharing the best practices of your top performers with the rest of the team. Second, develop your under-performers through sales training. Use sales training videos as a way to improve their sales strategies and skills. You should also use sales training to improve their prospecting skills.

Use your sales ranking reports as a tool to generate great sales success!

Nick Moreno
Sales Trainer And Proud Of It!!!

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