A good ‘system’ for controlling salesmen’s work involves these four basic steps:
Deciding what goals your group should strive to attain; and deciding what activities your salesmen should undertake in order to reach these goals.
Communicating the group’s objectives- in terms of specific activities so that each salesman knows what he is expected to do and how he is expected to do it.
Checking to see if the salesmen have done what was expected of them.
Redirecting efforts when salesmen go astray, & rewarding performance that meet expectations.
Controlling daily activity
Control through day to day contact
Follow-up on given directions.
Method of sales control
Expenses to sales
Miles-traveled to sales
Actual day s worked to working days available
Active prospects to active account.
New customers sold to repeat customer sold.
Rupee volume of new business to repeat business.
Total expenses to total calls.
Miles traveled of days worked
Productive call to total calls.