High Activity Selling: Activity Report How-To 1 All yellow sections need to be completed either at the beginning of a quarter, or on a week-by-week basis. Should be self-explanatory, though you can review the Definitions tab for more details on what numbers to enter. 2 Enter in your company's sales-skill averages from the previous quarter for the Results/Ratios section in the appropriate yellow cell. In other words, if your company averages 1 appointment set for every 3 contacts made, you would enter 0.33 (the system translates into 33%. 3 If a rep has taken vacation for a week, do not enter numbers for that week. That's your reminder that the rep was off that week. If a rep records a "0" for any category, enter the actual number "0" in the appropriate yellow cell. If you enter numbers in there, it will throw off the averages and ratios. 4 If you enter numbers in the yellow boxes correctly, all totals, averages and ratios are calculated automatically. Cells that are white don't need editing – they auto-calculate. 5 Hack-up, change terms, wipe out areas, create macros…do whatever you want to this form. It's designed to be the just the beginning of a professional system for tracking your High Activity Selling team. High Activity Selling: Activity Report How-To. © 2005 SalesTeamTools.com. Quarterly Activity Report ACTIVITY Wk 123456789 10 11 12 13 RESULTS/RATIOS Phone Skills Face-to-Face Selling Skills Closing Skills Revenue Projections Hours/Week Total Appts/Week Closes/Proposals Ratio Projected Sales as of 1st Calls/Hour Cold Calls/Week Target Most Recently Completed Contacts/Hour Interviews/Week Variance Week Appts Set/Hour Proposals/Week Closes/Interviews Ratio Weekly Average Sales Closes/Week Target QTD Contact Ratio Variance Target Appointment Ratio Closes/Cold Calls Ratio Weekly Average Needed Variance Interview Ratio Target to Surpass Quarter Appointment Ratio Target Variance Sales Plan Target Variance Closes/Appts Ratio Variance Proposal Ratio Target Target Variance Variance 0 Manager Weekly Sales Plan #DIV/0! #DIV/0! 33% #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! 0 Rep Number #DIV/0! Date of Hire Phone Activity Face-to-Face Selling Revenue Department/Location Appts Set Prop #DIV/0! #DIV/0! New Existing Total#DIV/0! Weeks in Quarter QTD Weeks Completed 0 Quarter Sales Plan #DIV/0! #DIV/0! #DIV/0! 0 0000000 0 0000000 Closes Tot Appts 0 0 0 0 Cold Interview TOTALS 0 0 0 Hours 1st Calls Contacts Friday Ending #DIV/0! Rep Name #DIV/0! #DIV/0! #DIV/0! #DIV/0! High Activity Selling: Quarterly Activity Report. © 2005 SalesTeamTools.com. High Activity Selling: Activity Report Definitions High Activity Selling Any conpany that requires a high level of DAILY activity by its field sales force in order to be successful is engaged in High Activity Selling. If you're tracking how many times you're contacting prospects and customers, in addition to your results with them, you're involved in High Activity Selling. Phone Activity/Skills Hours Hours spent on the phone setting appointments. Recommended to round up or down by 1/2 hour increments. 1st Calls # of phone calls made to prospects to attempt to set an initial appointment…to start the sales process. Contacts # of phone calls resulting in contact being made with a decision-maker. Appts Set # of phone calls resulting in a face-to-face appointment being made with a decision-maker. Contact Ratio % of 1st Calls resulting in contact with a decision-maker. Appointment Ratio % of Contacts with decision-makers resulting in face-to-face appointments set. Face-to-Face Selling Skills Appts # of face-to-face appointments completed. Cold # of first-time, walk-in-the-door cold calls completed. Interview # of initial needs assessments made. Prop # of proposals presented. Closes # of new customers, with invoiced business, closed. Appointment Ratio % of Cold Calls that the # of Appointments represents. Presentation Ratio % of Appointments resulting in Interviews (needs assessments). Proposal Ratio % of Interviews resulting in Proposals. Closing Skills Closes/Proposals Ratio % of Proposals resulting in Closes. Closes/Interviews Ratio % of Interviews resulting in Closes. Closes/Cold Calls Ratio % of Cold Calls resuling in Closes. Closes/Appointments Ratio % of Appointments resulting in Closes. Revenue New $ volume of new sales generated. Existing $ volume of existing customer sales generated. Total $ volume total (new + existing). High Activity Selling: Activity Report Definitions. © 2005 SalesTeamTools.com.