The Sales Performance Worksheet

A sales performance worksheet is a simple but powerful tool for tracking and managing the key activities of a salesperson. It is a practical application of the principle of Measuring Effectiveness.

Key Components of a Sales Performance Worksheet

• Activity Tracking: Tracks the number of calls made, contacts reached, and appointments set.
• Outcome Tracking: Tracks the results of those activities, such as the number of people who hung up, asked for a call back, or were not interested.
• Data Capture: Tracks the key data points that are captured during the sales process, such as direct dials, email addresses, and fax numbers.
• Follow-up Tracking: Tracks the follow-up activities that are performed after each call, such as sending a fax or an email.

The Benefits of a Sales Performance Worksheet

• Provides Clarity: It provides a clear and objective picture of a salesperson's activity and performance.
• Identifies Areas for Improvement: It makes it easy to identify areas where a salesperson is struggling and needs additional training.
• Drives Accountability: It creates a culture of accountability by making it clear what is expected of each salesperson.
• Management Tool: It is a powerful management tool for coaching and developing your sales team.

Even in the age of sophisticated CRM software, a simple, one-page sales performance worksheet can be a highly effective tool for driving sales performance.