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
Rep Name Rep Number Department/Location Manager Date of Hire
QTD Weeks Completed
Quarter Sales Plan
Weeks in Quarter
Weekly Sales Plan
0 ACTIVITY
Phone Activity Wk 1 2 3 4 5 6 7 8 9 10 11 12 13 Friday Ending Hours 1st Calls Contacts Appts Set Tot Appts
#DIV/0!
Face-to-Face Selling Cold Interview Prop Closes New
Revenue Existing Total 0 0 0 0 0 0 0 0 0 0 0 0 0
TOTALS RESULTS/RATIOS
Phone Skills Hours/Week 1st Calls/Hour Contacts/Hour Appts Set/Hour Contact Ratio Target Variance Appointment Ratio Target Variance
0
0
0
0
0
0
0
0
0
0
0
0
Face-to-Face Selling Skills #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! Appointment Ratio #DIV/0! #DIV/0! 33% #DIV/0! Interview Ratio Target Variance Proposal Ratio Target #DIV/0! #DIV/0! #DIV/0! #DIV/0! Total Appts/Week Cold Calls/Week Interviews/Week Proposals/Week Closes/Week #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0!
Closing Skills Closes/Proposals Ratio Target Variance Closes/Interviews Ratio Target Variance Closes/Cold Calls Ratio Target Variance Closes/Appts Ratio Target Variance #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0!
Revenue Projections Projected Sales as of Most Recently Completed Week Weekly Average Sales QTD #DIV/0! Weekly Average Needed to Surpass Quarter Sales Plan #DIV/0! #DIV/0!
High Activity Selling: Quarterly Activity Report. © 2005 SalesTeamTools.com.
Variance
#DIV/0!
High Activity Selling: Quarterly Activity Report. © 2005 SalesTeamTools.com.
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 1st Calls Contacts Appts Set Contact Ratio Appointment Ratio Face-to-Face Selling Skills Appts Cold Interview Prop Closes Appointment Ratio Presentation Ratio Proposal Ratio Closing Skills Closes/Proposals Ratio Closes/Interviews Ratio Closes/Cold Calls Ratio Closes/Appointments Ratio Revenue New Existing Total $ volume of new sales generated. $ volume of existing customer sales generated. $ volume total (new + existing). % of Proposals resulting in Closes. % of Interviews resulting in Closes. % of Cold Calls resuling in Closes. % of Appointments resulting in Closes. # of face-to-face appointments completed. # of first-time, walk-in-the-door cold calls completed. # of initial needs assessments made. # of proposals presented. # of new customers, with invoiced business, closed. % of Cold Calls that the # of Appointments represents. % of Appointments resulting in Interviews (needs assessments). % of Interviews resulting in Proposals. Hours spent on the phone setting appointments. Recommended to round up or down by 1/2 hour increments. # of phone calls made to prospects to attempt to set an initial appointment…to start the sales process. # of phone calls resulting in contact being made with a decision-maker. # of phone calls resulting in a face-to-face appointment being made with a decision-maker. % of 1st Calls resulting in contact with a decision-maker. % of Contacts with decision-makers resulting in face-to-face appointments set.
High Activity Selling: Activity Report Definitions. © 2005 SalesTeamTools.com.