Performance memos are an effective way for salespeople to communicate their progress and achievements to their boss. It provides a comprehensive overview of the salesperson's key performance indicators (KPIs) for the previous month or quarter. In this article, we will discuss the best way for a salesperson to write a performance memo that effectively summarizes their KPIs.
Begin the performance memo with a brief introduction that includes the memo's purpose, the time period covered, and a brief overview of the KPIs. This will set the context for the rest of the memo and provide a clear picture of what the reader can expect.
The core of the performance memo should be a presentation of the salesperson's KPIs. This should include the following:
Activity: The total number of calls, emails, and appointments made by the salesperson during the time period covered. This will give the reader an idea of the salesperson's level of activity and their effort towards reaching their targets.
Close rates: The percentage of leads that have been successfully converted into sales. This is a crucial KPI as it provides insight into the salesperson's ability to close deals and convert prospects into customers.
Big deals: A summary of the largest deals closed by the salesperson during the time period covered. This highlights the salesperson's ability to close large deals and will show the reader the impact that these deals have had on the company's overall performance.
Important failures: An overview of deals that have not been closed or have fallen through. This section provides an opportunity for the salesperson to reflect on what went wrong and what could be done differently in the future.
In addition to presenting the KPIs, it's important for the salesperson to provide context and insights that will help the reader understand the data better. For example, the salesperson could discuss the reasons for any fluctuations in their close rates and the steps they took to address them.
The performance memo should also include recommendations for how the salesperson can improve their performance in the future. This could include suggestions for changes to their sales strategy, training, or support from other departments.
Finally, the performance memo should conclude with a summary of the key takeaways from the memo. This will provide the reader with a clear understanding of the salesperson's performance and help them to focus on the most important points.
In conclusion, a well-written performance memo can be a valuable tool for salespeople to communicate their progress and achievements to their boss. By presenting the key performance indicators, providing context and insights, making recommendations, and summarizing the key takeaways, the salesperson can ensure that their memo is clear, concise, and effective.