Join 3,561 readers in helping fund MetaFilter (Hide)


Comparing wholesale sales data across regions
March 14, 2014 11:44 AM   Subscribe

I work for a company where we have some independent sales reps and some in house reps. I want to compare the sales data between the two, and account for regional differences in the economy. How can this be achieved and is this even the right path for achieve what I want?

I work for a wholesale company where we have some independent sales reps and some in house reps. I want to compare the sales data between the two, and account for regional differences in the economy, as well as the fact that some areas have more stores. The indy reps have the big areas like NYC and CA. The in house reps have some areas like Montana and Utah. I've gathered sales data for last year for each region but I'm not sure how to compare the data. My goal in comparing the data is to determine if our model of in house sales reps, who don't travel to visit customers, is as effective as the indy reps who sell for many other companies but visit the customer.

What modifier should I apply to the data? We've bantered about BPI but that appears to be only to compare buying power as compared to NYC, which is 0.

Ideas welcome!
posted by bodgy to Work & Money (1 answer total)
 
It's not going to be easy. You can't necessarily compare sales. You might want to compare net profit.

So you need to know the difference in costs for each kind of sale.

Then you need to know the number of sales, and the gross value and the net value of the sale.

You'll need to also know how the compensation for each salesperson works. Not just salary, but commission, reimbursed expenses, etc.

Also, consider product lines. Some are more profitable than others. Cost of goods sold and all of that.

Once you get it down to actual profit. You can compare.

So you can do them as a groups (In house vs Partner), then as individuals. This is also a good way to see if your compensation plans are aligned correctly, do you want to pay the same commission on products that are significantly less profitable?

It's all big data and it makes me SO HAPPY!

MeMail me if you want to supply more details.
posted by Ruthless Bunny at 12:00 PM on March 14 [1 favorite]


« Older I'm going to be up in Vancouve...   |  I want to start reading/watchi... Newer »

You are not logged in, either login or create an account to post comments