Struggling with preparing KRA and KPI for a Sales Executive - under-listed are the job description

Hello Everyone,

I just joined this network. I am new to HR and still struggling with preparing KRA and KPI for employees. For now, I have been asked to prepare KRA/KPI for a sales executive. The under-listed are the job description. Please, what do I need to do? I have a deadline for tomorrow.

- Conduct market research to identify selling opportunities and evaluate customer needs.
- Generate qualified leads.
- Actively seek out new sales opportunities through cold calling, networking, and social media.
- Create frequent reviews and reports with sales and financial data.
- Build and maintain relationships with clients and prospects.
- Build and maintain professional networks.
- Meet with potential clients to determine their needs.
- Attend workshops to learn more technical and professional skills for the job.
- Collaborate with team members to achieve better results.
- Gather feedback from customers or prospects to share with internal teams.
- Negotiate/close deals and handle complaints or objections.
- Maintain best practices.

I hope this helps you in preparing the KRA/KPI for the sales executive efficiently.

Hello,

What you have mentioned is a job description. For Key Result Areas (KRAs), you need to quantify the tasks mentioned above and also provide a timeline.

Dear Joyce,

This is in addition to what Ms. Vaishali Parkhee has said. Please note:

KRA = KPI + Target Date + Target Value. Most of the KRAs measure ratios or costs. While ratios are increased or decreased, the costs are reduced or maintained at a certain level.

Anyway, the following could be the KRAs of the sales executive:

a) Number of leads generated - Actual Vs. Target
b) Leads to Sales Call Conversion Ratio - Actual Vs. Target
c) Turnaround Time to receive PO - Actual Vs. Target
d) Sales Calls to Receipt of PO Ratio - Actual Vs. Target

What the salesperson sells is not mentioned. If it is material, then you need to measure the Inventory Turnover Ratio (ITR) for the Finished Goods (FG) and assign this ratio to the sales HOD.

Thanks,
Dinesh Divekar

Dear Joyce,

This is in addition to the previous post. One more KPI for Sales HOD could be "Sales Cost per PO". The formula to calculate this cost is total sales cost divided by the number of POs received from the customers in the given period.

On the subject of KPI/KRA or PMS, I have provided a large number of replies. Click the following links to refer to the replies: [https://www.citehr.com/577456-formulate-kpi-key-performance-indicator-kra-key.html#post2228293](https://www.citehr.com/577456-formulate-kpi-key-performance-indicator-kra-key.html#post2228293). Although the heading of the post is for IT companies, the information is applicable to all types of industries. In the provided link, you will find several other links. Please go through all the links patiently as it will improve your awareness of the subject.

Sample KPI and KRA Manual: You may click here to refer to it ([https://www.citehr.com/520630-samle-kpi-kra-manual-xls-download.html#post2359425](https://www.citehr.com/520630-samle-kpi-kra-manual-xls-download.html#post2359425)). It includes some KPIs applicable to the real estate industry as well.

Videos on PMS: To clarify on PMS, I have uploaded the following videos: [https://www.youtube.com/watch?v=fTe8Pu6yioo](https://www.youtube.com/watch?v=fTe8Pu6yioo) and [https://www.youtube.com/watch?v=NMEjMQzYVSs&t=1s](https://www.youtube.com/watch?v=NMEjMQzYVSs&t=1s).

For further doubts, feel free to contact me [https://drive.google.com/file/d/0BwFZpLigNaA5TnVXck53a1RycU0/view?usp=sharing](https://drive.google.com/file/d/0BwFZpLigNaA5TnVXck53a1RycU0/view?usp=sharing).

Thanks,

Dinesh Divekar
+91-9900155394