Sales performance analysis for manufacturers

Koch Group has been providing industrial marketing services to manufacturers and industrial service providers since the late 1960s.

Our target clients are not Fortune 500 manufacturers, although we serve them as well. Most of our clients are focused on manufacturing or developing an excellent component or providing high quality industrial services, but they often do not have the means to measure the performance of their sales personnel versus the potential in a specific territory or geographic area. It doesn’t matter if they employ direct sales personnel, work with manufacturers’ reps or agents, work through distribution, or a combination of these possibilities.

It is difficult trying to determine the market potential in a specific area versus the performance of the selling entity. We have developed a number of proprietary tools to measure sales dollars versus sales potential. We develop a customized market potential assessment for a company’s individual products or services, create the necessary mathematical algorithms to tie potential to some key measurable factor in the territories and then measure sales performance against the developed market potential.

Our clients often tell us their sales personnel in New York or California are the best in the country because of their sales dollar totals. What they struggle with is understanding that the sales person working out of Buffalo Chip, Wyoming is their number one seller based on the potential in the designated territory. The sales dollars are not as big, but that sales person is selling the best when compared to the potential that exists in the territory.

Our tools and consulting activities help the manufacturer truly understand which of the sales personnel, reps, or distributors are really doing their job. To maximize sales, and to reward those sellers doing the best job for a company, it is critical to understand which sellers are doing the best sales job relative to their potential and not just “skating” because they have one or two good customers.

If you would like more information on our industrial marketing services for manufacturers and industrial service providers, please use our contact form, email us at info@kochgroup.com, or call us at 630-941-1100 and we will be happy to discuss your needs.

	Koch Group, Inc. 240 East Lake Street, Suite 300 Addison, Illinois 60101 Phone: 630-941-1100 Fax: 630-941-3865 Email: info@kochgroup.com
Copyright ©1999-2008 Koch Group, Inc. All rights reserved.

Sales performance analysis

Industrial marketing services