KPI Sales executive

Sr.No
1
2
3
4
5

FMCG Context
Achieve secondary sales targets
Execute Promotional activities
Achieve Primary sales targets
Achieve collection targets
Monitor Distribution Width and depth
Merchandising
Below the Line acticities
Task distributor on market
credit/service and investment

Process Management
Investment planning

Sales executive
Direct sales thru DSA
Achieve Tertiary sales targets
Ensure sales fulfilment
Creation of adequate DSA and DSA sales
executive resource
Training and monitoring of DSA sales
executive
Monitor calls and productivity
Lead Generation and Management
Telecalling/Below the line
Task DSA on number of Sales
executives, productivity, prospect
generation and management
End to End Sales Management
Resource planning

Report Date: 21st August 2014

Name of Sales execituve: Harish
Distributor Name: Subodh Enterprises

Market: Mahim
Locality: Shivaji park

Retailer Name

Retailer ID

Retailer
Type

Vishal Sales Corporation

RT10001

Kirana

J.J. Colds
Hello Telecom
Siddhi Electronics
Savla Stores
Yogesh St

RT10002
RT10003
RT10004
RT10005
RT10007

General
Chemist
Departmental
Pan
Bakery

Market Observations
1. Competitive Comparison

Stock pressure
Sales Trend
Promotional schemes
Retailer Support
Assessment of distributor

2. Product Assessment
Consumer/Retailer Feedback
SKU-wise trend
Variant -wise trend
Damages and complaints

Daily Sales Report

et: Mahim
ity: Shivaji park
Retailer
Category
Key
Organised
Retail
A
B
C
Key

Total number of outlets in this beat: 53

Avg Monthly Sales (In Kgs) Biscuit Stock before order (in Kgs)
Product A Product B Product C Product AProduct BProduct C
35

10

60

27

30

40
18
13
3
45

30
12
15
12
45

70
20
13
4
90

13

10

23

22
10
4

13
12
15

5
12
10

15

15

30

3. Distribuor SE performance
Relationship
Retailer potential assessment
Merchandising
Range selling
Stock pressure

3. Offtake trend
Manufacturing Codes
Offtake trend

in this beat: 53

Biscuit Order (in Kgs)

Avg Monthly Sales (In Kgs)
Product AProduct BProduct CProduct AProduct BProduct C

Other Activity

35

25

35

10

60

Display

32
12
10
0
36

24
5
11
0
36

56
17
11
0
72

40
18
13
3
45

30
12
15
12
45

70
20
13
4
90

Replacement
In-Shop board
Display
Replacement
Display

Date
Name oF SE
Employee ID

SKU 1

SKU 2

SKU 3

Units
Secondary last JC
JC Opening stock
Stocks received
Stock in transit
Primary this JC
interim sales
Sales during my visit
Secondary this JC
JC closing stock ( including
transit stock)
Manufacturing code
Number of day's stock
Quantity under consumer
scheme
Order Taken
Non-saleable stocks

Distributor investment

Details of Stock rece

Stock value as at end of JC

Sr.No

Outstanding to Company as at
end of JC
Paid-Up stock
Market credit
Total Investment
JC secondary sales value
Number of days investment
Claims status

Claim Number

Date

Credit
note
number

Date

Market observation

Date
SE Signature
Name

Town
JC period

SKU 4

Name of Distributor

SKU 5

SKU 6

Total

Value
( Rs.
Lakhs)

Details of Stock received

Invoice number

Date

Stock
received
on

Details of payment
Cheque
Date
Amount
number
( Rs.)
Sr.No

Cleared
on

Date
Distributor signature

Report Date: 21st August 2014

Name of Sales execituve: Girish
Distributor Name: Subodh Enterprises
Number of
Team
Sales
Sales
SE under
Leader
Team
MTD
LMTD
leader
1
2
3
4
5

Total
1.
2.
3.
4.

Bulk orders won and lost

Competition schemes and activity
Response to our scheme/offer
Support required

Pending
Orders
MTD

Pending
Orders
LMTD

DSA Report
Market: Mahim
Locality: Shivaji park
Sales
Projection
for Month

Total number of SE

Orders in Process

Prospect funnel

Stage 1

Stage 2

Stage 3

V1

V2

V3

35

10

60

27

30

40
18
13

30
12
15

70
20
13

13

10

23

22
10

13
12

5
12

12

15

10

Conversion from opening funnel

V1

V2

V3

35

25

32
12
10

24
5
11

Activities performed
Road
Leaflet
shows in
Telecall
SME
35

10

60

56
17
11

40
18
13

30
12
15

70
20
13

12