Mini Case: Assessing Salesforce Effectiveness You are the regional sales manager for a team of 5 frontline sales employees. It is time for you to assess the performance of your sales team. Click the icon to view the raw information about your sales team over the last six months and metrics you must calculate. Click the icon to view the data about your sales team over the last six months. Which employee should you prioritize for a conversation about managing their expenses more wisely? with the Expenses/Sales ratio of \%. (Round to one decimal place.) You have a lot of raw information about your sales team over the last six months. They are: Sales ($)= The total sales value generated by a salesperson Expenses ($)= Not including salary and commission, the sales expenses made by the salesperson Contacts with Clients (#)= The number of times a salesperson made a sales call to one of their clients Potential Accounts = The number of active leads assigned to the salesperson Active Accounts = The number of customers actively buying from the salesperson The metrics you must calculate are presented below. One potential interpretation for the values of these metrics are also provided. Sales/Contacts ($)= The amount of sales divided by the number of contacts a salesperson makes. High values indicate the salesperson can generate high sales without many visits with clients. Sales / Potential Accounts ($)= The amount of sales divided by the number of potential accounts. High values can indicate that a salesperson doesn't have enough potential accounts in his/her pipeline. Sales/Active Accounts ($)= The amount of sales divided by the number of active accounts. High values can indicate that the salesperson is able to exact a great deal of sales from accounts. More Info