Sales statistics

What is the average number of enquiries received per annum, worldwide?
What % of these enquiries is actually quoted for?
Of the enquiries quoted for, what % are handled by Sales Team
Therefore, it is assumed that the rest of the enquiries are handled by Application Engineering (AE) Team
What % of quotes handled by Sales Team need to be reworked due to internal errors
What % of quotes handled by AE Team need to be reworked due to internal errors
What is the additional time (in %) required to change these quotes?
for Sales Team
for AE Team
What is the average value of each quote?
What is your overall sales success rate in %? (i.e., what % of quotes convert into orders)

About the Sales Team

What is the size of the sales team worldwide?
What is the average salary of a sales person per annum?
What is the number of working hours per annum for a sales person?
What % of this time is spent on proposal generation?
How many new sales people are inducted each year?
How many months does it take for a new sales person to become fully productive?

What is the size of the AE team worldwide?
What is the average salary of an AE per annum?
What is the number of working hours per annum for an AE?
How many new AE's are inducted each year?
How many months does it take for a new AE to become fully productive?

Number of enquiries actually quoted for
Number of enquiries handled by Sales Team
Number of enquiries handled by AE Team
Revenues from sales of new products
Total productive hours of entire Sales Team
Average time spent per quote by the Sales in hours
Per hour cost of Sales Team
Time lost due to rework by Sales Team in hours
Cost of rework by Sales Team
Time lost due to non-productivity of new Sales staff in hours
Financial loss due to non-productivity of new Sales staff
Assuming that all work hours are spent on configurations, the average timespent by an AE on configurations
Total productive hours of entire AE team
Average time spent per quote by AE team in hours
Per hour cost of AE team
Time lost due to rework by AE team in hours
Cost of rework by AE team
Time lost due to non-productivity of new AE staff in hours
Financial loss due to non-productivity of new AE staff

From past experience, we estimate that the various productivity improvements / benefits possible could be quantified as under

Improvement #1: 80-90% reduction in rework by Sales Team

Time savings (hours)
Financial savings
Additional quotes generated

Improvement #2: 80-90% reduction in rework by AE Team

Time savings (hours)
Financial savings
Additional quotes generated

Improvement #3: Time taken by Sales Team to produce quotes brought down by 30-40%

Time savings (hours)
Financial savings
Additional quotes generated

Improvement #4: 30-40% reduction in time taken to produce quotes by AE Team

Time savings (hours)
Financial savings
Additional quotes generated

Improvement #5: New sales staff becomes productive faster by 25-40%

Time savings (hours)
Financial savings
Additional quotes generated

Improvement #6: New AE staff becomes productive faster by 25-40%

Time savings (hours)
Financial savings
Additional quotes generated

Enhanced revenues		Improved enquiry handling
Previous revenues		Current quotes generated
Additional revenues		Additional quotes generated
Total revenues		Total quotes generated


Financial savings		Time savings (work days)

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