📘 Sales Performance Monitoring — Standard Operating Procedure (SOP)

1. Objective

To establish a consistent and transparent monitoring system that ensures Merciglobal Cloud ERP Sales Teams are aligned with revenue goals, follow disciplined execution, and demonstrate measurable performance improvement.

2. Scope

Applies to:

All Sales Executives and Sales Managers
Across all regions and territories
Covering both inbound and outbound sales activities

3. Key Performance Indicators (KPIs)

The following metrics must be tracked daily, weekly, and monthly:

KPI	Description	Frequency
🕐 Daily Calls	Number of client calls made	Daily
🗓️ Meetings Booked	Client meetings/demos scheduled	Daily
🤝 Client Visits	In-person client interactions	Weekly
📑 Proposals Sent	Number of commercial offers sent	Weekly
💼 Deals Won	Closed-won deals	Monthly
📈 Conversion Ratio	Lead-to-deal success rate	Monthly
📊 Revenue Generated	Value of signed deals	Monthly
🧾 Collections	Revenue collected from clients	Monthly

4. Monitoring Cadence

A. Daily Monitoring

Morning call log review
Daily planner submission by 10:00 AM
End-of-day updates in CRM

B. Weekly Monitoring

Weekly performance report to be submitted every Saturday
Team-level review meetings every Monday
Discussion on stuck deals and next actions

C. Monthly Review

Sales Manager submits performance dashboard to Regional Head
Top Performers and Underperformers flagged
Recognition for top closers
Warning letters issued if consistent underperformance is observed

5. Reporting Mechanism

All data must be entered in the Merciglobal CRM System
Reports are auto-generated through dashboards
Manual reports (if required) must follow standard format shared by the MIS team

⚠️ Manipulation or non-entry of data will be treated as a serious violation and may lead to disciplinary action

6. Roles & Responsibilities

Role	Responsibility
Sales Executive	Daily planner, CRM updates, meet activity targets
Sales Manager	Team monitoring, field check-ins, performance evaluation
Regional Head	Monthly reviews, escalations, goal setting
MIS Team	Dashboard setup, data validation, report formatting

7. Tools & Templates

✅ Merciglobal CRM
✅ Daily Activity Planner Template
✅ Weekly Performance Tracker
✅ Monthly Sales Dashboard

All tools and templates are accessible from the internal portal.

8. Performance Grades

Grade	Description	Action
A	100%+ Target Achieved	Eligible for incentives & recognition
B	80–99% Target	Normal progress – monitored
C	50–79% Target	Needs improvement – action plan required
D	<50% Target	At risk – disciplinary protocol initiated

9. Review & Compliance

SOP will be reviewed quarterly
All Sales Managers must ensure strict adherence
Non-compliance must be escalated to HR and senior management

💡 Importance for Merciglobal Teams

This SOP enables:

Higher visibility into sales operations
Better coaching and team development
Revenue goal tracking with precision
Enhanced accountability at every level

Sales Local Presence Policy
Sales Incentive & Recognition Framework
Client Escalation Handling Process