Sales Motivation


	How much money are you prepared to lose before you initiate change?

Introduction

This powerful, groundbreaking tool has been designed to calculate the high level costs associated with recruiting and retaining a salesperson. Over a user defined period this cost is compared against both the actual profit generated and the target profit required. Use it to calculate not only the value of your top performers but also the cost of any non performing salespeople. Do the results reinforce the 80/20 theory?

We strongly recommend that this calculator is used to monitor individual and/or team member performance on an ongoing basis. Once the form has been completed ask yourself the following questions:

Do the results tell me what I already know?

If your answer is no what are you going to do next?

If your answer is yes have you got a plan in place, is it working?

What will happen if nothing changes?


	For a non performing salesperson the Sales Motivation proposition has a minimum value equivalent to any shortfall against profit target.

Please read this guide first

Review Period

Start Month	Start Year	End Month	End Year

Profit Target Requirement

Insert figure to cover appropriate period

Salesperson Actual Performance

Profit generated on business already written

Potential profit in current sales pipeline (recommend include signed deals only)

Figure will appear once you have pressed calculate

Sub Total

Set Up Costs

Recruitment (Advert, Agency Fee or Employee Referral)

Cost of senior management time in recruitment process i.e. interviews, assessment days

Salary & Benefit Costs

Basic Salary

National Insurance

Pension

Initial Commission Guarantee

Commission on Sales

Company Car & Fuel

Business Expenses

Communication costs (mobile, home phone, Blackberry etc)

General Costs

Internal/external training

Generating sales leads

General Marketing Costs (CRM system, advertising)

Vacancy Cost (estimate lost profit whilst position is unfilled)

Any miscellaneous costs incurred (Opportunity to include anything not covered above)

Figure will appear once you have pressed calculate

Total

Figure will appear once you have pressed calculate

Your Return On Cost Of Salesperson Is

Figure will appear once you have pressed calculate

Your Return v Profit Target Requirement Is


	Using our experience we have identified the three main reasons why salespeople do not produce the required return on investment - if you want to eliminate your losses contact me, all initial consultations are free of charge!!