halbert

age
years selling

jennings

bindon

verker

prince

anderson

54
13

42
8

33
7

29
3

57
37

37
9

territory potenyial
mkt
ppn of pupils
salespotentail
potential acc
sales potential per acc
land area
acc per 000sqkm
sales potential sq km

7100
0.125
887.5
570
1557.018
1.6
356.25
554.6875

7100
0.177344
1259.141
1060
1187.869
25.6
41.40625
49.18518

7100
0.121094
859.7656
934
920.5199
44.6
20.9417
19.27726

7100
0.092188
654.5313
653
1002.345
28.2
23.15603
23.21033

7100
0.096875
687.8125
566
1215.216
13
43.53846
52.90865

7100
0.128906
915.2344
699
1309.348
7.3
95.75342
125.3746

SALES AND ACC PERFORMANCE
SALES
penetration
active accounts
% active acc
sales per active acc

258
239
156
112
154
112
29.0704% 18.9812% 18.1445% 17.1115% 22.3898% 12.2373%
239
509
476
353
413
398
41.9298% 48.0189% 50.9636% 54.0582% 72.9682% 56.9385%
1079.498 469.5481 327.7311 317.2805 372.8814 281.407

Margin Performance
Gross margin
Gross margin %

75
79
59
41
55
39
29.0698% 33.0544% 37.8205% 36.6071% 35.7143% 34.8214%

Call effectiveness
calls per year
calls per active account
sales per call
sales as % of acc potential
gross margin per call
compensation
compensation per call

1230
5.146444
209.7561
45.2632%
60.97561
9670
7.861789

1168
2.294695
204.6233
22.5472%
67.63699
8385
7.178938

1051
2.207983
148.4301
16.7024%
56.13701
6540
6.222645

1196
2.895884
128.7625
27.2085%
45.98662
7210
6.028428

1450
3.643216
77.24138
16.0229%
26.89655
6780
4.675862

Expense analysis
expemses
expense/sales ratio
per 000 sq km
per acc sold
per call

1980
7.674419
1237.5
8.284519
1.609756

2810
11.75732
109.7656
5.520629
2.405822

5010
3820
2600
32.11538 34.10714 16.88312
112.3318 135.461
200
10.52521 10.82153
6.2954
4.766889 2.711143 2.173913

1940
17.32143
265.7534
4.874372
1.337931

Compensation Analysis
salary
salary/sales ratio
salary/total compensation

5800
4800
4200
3800
4900
5100
2.2481% 2.0084% 2.6923% 3.3929% 3.1818% 4.5536%
59.9793% 57.2451% 64.2202% 69.3431% 67.9612% 75.2212%

1409
3.991501
79.489
17.1516%
29.09865
5480
3.889283

94366 220.7420% 42.46753 29.8197 29.0321% 46.29172 142 123 143 22.2113% 38.351648 100.869 920.2639 26.9912 27.83168 2.097 78.713198 9.4346% 69.747 15.259607 1220 3.87817 10.01626 207.103125 732.3906 423 1088.622951 3300 23.7164% 19.0690% 26.090625 643.580442 125.791209 2.907489 5200 4000 5000 3.69855 7330 6.4 34.0629% 1171 5.345 1215.295154 3400 23.78166 7100 0.5305% 202 364 317 38.6620% 3.randall thompson cambell 48 27 33 3 43 7 7100 0.394 15.69604 7145 6.7792 16.790984 1135 3.8 6.1041 50 47 53 35.4965% 70.064844 460.07692 41.903501 3200 26.5199 1002.79703 121.018 1187.9790% 1000 1000 1000 1000 1000 1557.9413% 68.48052 41.2520% 3.0520% 59.216 229.0780% 38.4 27.7922 8.9121 451.0414% 86.41009 2.9 1000 1000 1000 1000 1000 498 498 498 498 498 .1875 529 1384.9703 337.2114% 37.9244% 702.4375 531 1211.52459 5845 4.8955 7100 0.

1000 1000 1000 1000 1000 1309.747 1088.394 1384.097 #DIV/0! 0 1000 1000 1000 1000 1000 1000 498 498 498 498 498 498 498 .348 1211.

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