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Sales Cost Management Time is Money
Time measured? • Time Travelled to/from
Customer
• Time Spent at Customer
• Time Spent at the Office
Cost Human Resources
• Cost to Company
Fleet Expenses • Vehicle Cost
Revenue Company Financials
• Sales Reports
Devices Fleet Management
• Tracking Devices
• Electronic Logbooks
• Manual Logbooks
Prospects? • Allocate unique numbers
to each prospect
• Match Prospect number
to Client number when
successfully converted
Customer Allocate debtor numbers
to logged trips
Keeping a logbook?
Tracking Sales Cost per Client?
Know the cost to revenue
ratio of each client
Wessel Roux [email protected] www.elogger.co.za
Data Available from logbooks • Start & End Time
• Date
• Distance Travelled
• End Destination
Financial Information • Customer Number
• Invoice Date
• Invoice Amount
• Employee Cost to Company
Reporting Metrics User Maintenance • Allocate Customer Numbers
• Allocate Prospect Numbers
Summarised Report Sales Rep Name Rep A
Sales Area Gauteng North
Monthly Cost to Company
Travel Cost - Rate/km R 1.90
Report From 05 January 2016 to 11 January 2016
Summarised Re-
port
Time
travelled
to client -
hours
Time
spent at
client -
hours
Distance
Travelled -
kms
Total Sales
Cost
Sales Value
for period
Gross Profit
for period
Sales Cost
Ratio
Nett Profit
Ratio
Client
Profitability
Rating
Customer A 2.11 1.25 141.37 R 755 R 20 627 R 6 188 3.66% 26.34% 1
Customer B 1.59 2.83 95.40 R 821 R 22 530 R 4 506 3.64% 16.36% 4
Customer C 2.00 5.87 128.00 R 1 382 R 18 507 R 5 367 7.47% 21.53% 3
Customer D 2.04 2.46 212.16 R 1 054 R 22 009 R 4 402 4.79% 15.21% 5
Customer E 1.28 1.95 69.12 R 599 R 22 845 R 5 026 2.62% 19.38% 2
Prospect A 1.51 4.49 131.37 R 1 118 0.00% 0.00%
Prospect B 2.11 2.06 107.61 R 808 0.00% 0.00%
Office 6.45 0.00 R 933 0.00% 0.00%
Totals 12.64 27.36 885.03 R 7 469 R 106 518 R 25 489 7.01% 16.92%
R 25 000.00
Wessel Roux [email protected] www.elogger.co.za
Periodical Trend Analysis
Trends can be monitored on a weekly/monthly/
annual basis with a variety of metrics :
• Customer Profit Ratio
• Sales Rep Profit Ratio
• Sales Rep Time Management
• (Total or Customer)
• Custom Metrics per request
Why are metrics important?
• Annual price increases to customers
• Time management of the sales force
• Prospect conversion ratio
• Elimination of non-feasible prospects/customers
www.elogger.co.za Wessel Roux [email protected]