Key Responsibility Areas (KRA) & Key Performance Indicators (KPI) for Field Sales Executive
1. Sales Target Achievement
KRA: Responsible for achieving monthly/quarterly sales targets to drive revenue growth.
Short Description: Meeting sales goals consistently.
- KPI 1: Monthly Sales Revenue
- KPI 2: Conversion Rate
- KPI 3: Average Deal Size
- KPI 4: Customer Acquisition Rate
2. Client Relationship Management
KRA: Building and maintaining strong relationships with clients to ensure customer satisfaction and retention.
Short Description: Fostering client loyalty.
- KPI 1: Client Satisfaction Score
- KPI 2: Client Retention Rate
- KPI 3: Number of Repeat Orders
- KPI 4: Net Promoter Score (NPS)
3. Market Research and Analysis
KRA: Conducting market research to identify trends, competition analysis, and opportunities for business growth.
Short Description: Staying informed about market dynamics.
- KPI 1: Market Share Growth
- KPI 2: Competitor Analysis Reports
- KPI 3: New Market Penetration Rate
- KPI 4: Market Segmentation Accuracy
4. Product Knowledge and Training
KRA: Continuous learning and understanding of product features, benefits, and updates to effectively communicate with clients.
Short Description: Product expertise development.
- KPI 1: Product Knowledge Test Scores
- KPI 2: Training Participation Rate
- KPI 3: Product Update Implementation Rate
- KPI 4: Client Feedback on Product Information
5. Sales Pipeline Management
KRA: Managing and tracking sales opportunities through the pipeline to ensure a steady flow of deals.
Short Description: Efficiently moving leads through the sales process.
- KPI 1: Pipeline Conversion Rate
- KPI 2: Average Time in Sales Stage
- KPI 3: Lost Opportunity Analysis
- KPI 4: Pipeline Value Growth
6. Reporting and Analytics
KRA: Generating timely reports and analyzing sales data to identify performance trends and areas for improvement.
Short Description: Data-driven decision-making.
- KPI 1: Sales Performance Dashboards Accuracy
- KPI 2: Report Submission Timeliness
- KPI 3: Data Quality Assurance Score
- KPI 4: Actionable Insights Implementation Rate
7. Territory Management
KRA: Effectively managing assigned sales territories to maximize coverage and optimize sales opportunities.
Short Description: Strategic territory planning.
- KPI 1: Territory Coverage Ratio
- KPI 2: New Territory Expansion Rate
- KPI 3: Client Visit Frequency
- KPI 4: Territory Sales Growth
8. Team Collaboration
KRA: Collaborating with internal teams like marketing, product, and customer service to ensure alignment and support for sales activities.
Short Description: Cross-functional teamwork.
- KPI 1: Interdepartmental Communication Effectiveness
- KPI 2: Team Meeting Participation
- KPI 3: Cross-Training Completion Rate
- KPI 4: Team Collaboration Survey Scores
9. Time Management and Prioritization
KRA: Efficiently managing time and tasks to prioritize high-value activities and meet deadlines.
Short Description: Effective time utilization.
- KPI 1: Task Completion Rate
- KPI 2: Time Spent on Key Sales Activities
- KPI 3: Meeting Deadlines Accuracy
- KPI 4: Time Management Training Feedback
10. Continuous Improvement
KRA: Actively seeking feedback, learning from experiences, and implementing strategies for personal and professional growth.
Short Description: Commitment to self-development.
- KPI 1: Training Course Completion Rate
- KPI 2: Feedback Implementation Rate
- KPI 3: Skill Enhancement Progress Tracking
- KPI 4: Continuous Improvement Goal Achievement
