Once upon a time, sales managers and directors looked for a quick, easy way to determine the effectiveness of their reps and sales teams. Quota achievement is obviously the easiest measure, but even that number doesn't tell you how effective your team is, it only tells you the end result. Besides, if you're NOT achieving goal, then you have very little to go on when trying to determine how to develop your team.
Enter....the Sales Per Hour (SPH) Ratio.
SPH is a very simple measure of sales effectiveness that you can start using today. Here's how it works:
(Number of new admits or clients) / (Number of selling hours per week) = SPH