I was a salesperson for a few years myself. I always found very interesting how the managers figured out the "Salesperson of the Year" award.
The thing I found out was that it was never really logical in a true sense. They made it up as it went.... One year it was the largest increase in sales, the next year the highest sales, etc. For example, if you increase your sales from $1 dollar to 100,000 dollars, the increase is phenomenal. But if you increase your sales from 1,000,000 to 1,200,000 you only increased 20%. However, you have increased your sales by 100,000 more than the first case. One thing that I never saw considered were the expenses. For example, if you increase from 1,000,000 in sales to 1,200,000 but had to spend 100,000 in traveling, "entertainment" etc. it might be more productive to increase from 1,000,000 to 1,150,000 if you only spent 10,000 in achieving these sales. Of course, this increase is not so fancy, so you won't make the "honor role"... So, if you want to satisfy management you should get them to define "success". But it would take about ten years to do that... So, the easiest route is to come up with some solution - report - and then let them tear it apart. Don't worry - you didn't do anything wrong. You are only presenting a solution. But I have found that MBA's and associates have no sense of logic as would be expected by a programmer. The more complex the solution you present the better. Some will think you have thought it through so well that they will not question it... Others, will question it no matter what your solution is.... But, when asked exactly to define what the solution should be you will most likely get "fuzy" answers. So, my friend, I would not worry too much. Go to sleep and know that whatever your solution, most likely they will not be happy. Because you are trying to quantify the unquantifiable. Are these salespeople in the same market? Increasing 100,000 dollars in Seattle is easier than it is in Albuquerque. NM. And so much more than in Latin America if your company has international markets. Read the mission and the vision statement and the goals from the business you are dealing with and go from there, but again, the ansers you get will most likely not match you know. So, Karen, going back to your statement that the most important thing is "profit", then go by that. You will make everyone happy that they can "click" on the report and "see" who is ahead even though you and I and everyone on this list may question this "truth". But at least the salespeople will be able to work on some fact to satisfy their management. Because something that looks like profit may really not be so due to their expenses.... And boy, do I KNOW. MBA Enrique Wintergerst PD Yes, I do have a master's in BA. And no, I never satisfied anyone anyway.... 'cause every time I thought I was ahead, the rules they were changing.... ================================================ TO SEE MESSAGE POSTING GUIDELINES: Send a plain text email to [EMAIL PROTECTED] In the message body, put just two words: INTRO rbase-l ================================================ TO UNSUBSCRIBE: send a plain text email to [EMAIL PROTECTED] In the message body, put just two words: UNSUBSCRIBE rbase-l ================================================ TO SEARCH ARCHIVES: http://www.mail-archive.com/rbase-l%40sonetmail.com/
