Question: Salesforce evaluation 509 Salesforce data MacLaren decided that the time had come to look in detail at the sales records of his sales representatives. His

Salesforce evaluation 509 Salesforce data MacLaren decided that the time had come to look in detail at the sales records of his sales representatives. His plan was to complete a series of statistics that would be useful in evaluating their performance. Basic data for the last year relevant to each salesperson are given below. Number of different Sales Gross margin customers (EOOOs) (E000s) Live accounts Calls made called upon Killick 298 101 222 1,472 441 Olford 589 191 333 1,463 432 Wilson 391 121 235 1,321 402 Haynes 440 132 181 1,152 211 Harris 240 65 296 1,396 421 Market data From trade sources and from knowledge of the working boundaries each salesper- son operated in, Maclaren was able to produce estimates of the number of potential accounts and territory potential for each area. No. of potential accounts Territory potential ($000s) Killick (Tyneside) 503 34,620 Olford (Lancashire) 524 36,360 Wilson (London) 711 62,100 Haynes (Birmingham) 483 43,800 Harris (Bristol) 462 38,620

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