Team’s Performance

Source: collected by ourselves.
Analysis: R (openxlsx, dplyr, ggpubr).
Visualization: R (ggplot2), Adobe Illustrator.

There are a lot of different performance indicators for sales teams. In this research we are checking if we can use fulfilment as main indicator.

In October 2018 size of all teams had reduced. Was it a good decision or not made us research relation between fulfilment and team size. At first, we had discovered that there is a weak positive relation.The average team size before October 2018 were 17 people. And average fulfilment was 76.8%. After October 2018 average team size fell down till 13 people and average fulfilment had risen till 77.5%.When we compared relations before and after October 2018, we had seen that relation after October 2018 became stronger.

Linear relation says that small team is better than big team. But which exact size is good?
What does mean ‘good’ for sales team? Good size is a size that makes team work in the most efficient way. And efficiency we measure like ability to achieve the goals that is fulfillment. Sales executives with fulfillment 100% always arrive at a goal.

For 100% fulfilment the best team size is 7 sales executives.

Another question we are researching is if personal characteristics of employee impact on team’s performance…

PI profile of employees has 4 characteristics: dominance, extraversion, formality, patience. FULFILMENT VS. PI PROFILE diagram shows average fulfilment for every values of PI profile. And average fulfilment for extremely high dominance is significantly higher than for others values.

The perfect PI profile for sale team is:

EXTREMELY HIGH DOMINANCE
EXTREMELY HIGH FORMALITY
MODERATELY HIGH EXTRAVERSION
VERY HIGH PATIENCE

This profile gives 135% fulfillment, but only 22 employees have this profile. And it takes a lot of time to grow this profile. So, we need to improve step by step and, at first, search for the way that will bring the quickest results. This way brought us to the most popular profile:

MODERATELY LOW DOMINANCE
MODERATELY HIGH FORMALITY
MODERATELY HIGH EXTRAVERSION
MODERATELY LOW PATIENCE

150 sales executives have it. And the average fulfillment for this profile is 99.5% which is good. And this profile is the most powerful in the team cause the change in fulfillment of this profile will make significant change in average fulfillment of all teams. We can measure impact of all profiles in the team using average fulfillment and number of employees.

If we highlight the profiles that are the same or higher than the most popular profile, we can see that there are a lot of profiles that could be improved. So, the most popular profile has to be our target profile as first step to improve quality of the team.