High Activity Selling: Activity Report How-To

1 All yellow sections need to be completed either at the beginning of a quarter, or on a week-by-week basis. Should be self-explanatory,
though you can review the Definitions tab for more details on what numbers to enter.

2 Enter in your company's sales-skill averages from the previous quarter for the Results/Ratios section in the appropriate yellow cell.
In other words, if your company averages 1 appointment set for every 3 contacts made, you would enter 0.33 (the system translates
into 33%.

3 If a rep has taken vacation for a week, do not enter numbers for that week. That's your reminder that the rep was off that week. If
a rep records a "0" for any category, enter the actual number "0" in the appropriate yellow cell. If you enter numbers in there, it will throw off
the averages and ratios.

4 If you enter numbers in the yellow boxes correctly, all totals, averages and ratios are calculated automatically. Cells that are white
don't need editing – they auto-calculate.

5 Hack-up, change terms, wipe out areas, create macros…do whatever you want to this form. It's designed to be the just the beginning
of a professional system for tracking your High Activity Selling team.

High Activity Selling: Activity Report How-To. © 2005 SalesTeamTools.com.

Quarterly Activity Report

Rep Name Rep Number Department/Location Manager Date of Hire

SUBTIRICA FLORIN 123 BUCHAREST EU 25.01.1981

Days Completed Monthly Sales Plan Weeks in Month Daily Sales Plan
1 20 31 1

ACTIVITY

Phone Activity Face-to-Face Selling Revenue

Day Date Hours 1st Calls Contacts Appts Set Tot Appts Cold Calls Interview Prop Closes New Existing Total
1 22.06.2009 8 50 25 20 10 12 3 2 1 0
2 23.06.2009 0
3 0
4 0
5 0
6 0
7 0
8 0
9 0
10 0
11 0
12 0
13 0
14 0
15 0
16 0
17 0
18 0
19 0
20 0
21 0
22 0
23 0
24 0
25 0
26 0
27 0
28 0
29 0
30 0
31 0

High Activity Selling: Quarterly Activity Report. © 2005 SalesTeamTools.com.

 TOTALS 8 50 25 20 10 12 3 2 1 0 0 0

RESULTS/RATIOS

Phone Skills Face-to-Face Selling Skills Closing Skills Revenue Projections

Hours/Day 8.0 Total Appts/Week 10.0 Closes/Proposals Ratio 50% Projected Sales as of
1st Calls/Hour 6.3 Cold Calls/Week 12.0 Closes/Interviews Ratio 33% Most Recently Completed
Contacts/Hour 3.1 Interviews/Week 3.0 Closes/Cold Calls Ratio 8% Week 0
Appts Set/Hour 2.5 Proposals/Week 2.0 Closes/Appts Ratio 10% Weekly Average Sales
Closes/Week 1.0 QTD
Contact Ratio 50% 0
Appointment Ratio 80% Appointment Ratio 83% Weekly Average Needed
Interview Ratio 25% to Surpass Quarter
Proposal Ratio 67% Sales Plan 1

Target Vanzari Eq / Luna 30 Salariu de baza 1,000

Realizari 10 Comision per EQ 50
Diferenta (20.0) Total Comision 500
Realizari % 33%
Total Salariu

High Activity Selling: Quarterly Activity Report. © 2005 SalesTeamTools.com.

High Activity Selling: Activity Report Definitions

High Activity Selling Any conpany that requires a high level of DAILY activity by its field sales force in order to be successful is engaged
in High Activity Selling. If you're tracking how many times you're contacting prospects and customers, in addition to
your results with them, you're involved in High Activity Selling.

Phone Activity/Skills
Hours Hours spent on the phone setting appointments. Recommended to round up or down by 1/2 hour increments.
1st Calls # of phone calls made to prospects to attempt to set an initial appointment…to start the sales process.
Contacts # of phone calls resulting in contact being made with a decision-maker.
Appts Set # of phone calls resulting in a face-to-face appointment being made with a decision-maker.
Contact Ratio % of 1st Calls resulting in contact with a decision-maker.
Appointment Ratio % of Contacts with decision-makers resulting in face-to-face appointments set.

Face-to-Face Selling Skills

Appts # of face-to-face appointments completed.
Cold # of first-time, walk-in-the-door cold calls completed.
Interview # of initial needs assessments made.
Prop # of proposals presented.
Closes # of new customers, with invoiced business, closed.
Appointment Ratio % of Cold Calls that the # of Appointments represents.
Presentation Ratio % of Appointments resulting in Interviews (needs assessments).
Proposal Ratio % of Interviews resulting in Proposals.

Closing Skills
Closes/Proposals Ratio
Closes/Interviews Ratio
Closes/Cold Calls Ratio
Closes/Appointments Ratio
% of Proposals resulting in Closes.
% of Interviews resulting in Closes.
% of Cold Calls resuling in Closes.
% of Appointments resulting in Closes.

Revenue
New $ volume of new sales generated.
Existing $ volume of existing customer sales generated.
Total $ volume total (new + existing).

High Activity Selling: Activity Report Definitions. © 2005 SalesTeamTools.com.