Evaluating the Performance of the Sales Force on KPI with the Data Envelopment Analysis (DEA)

Subject Areas : مدیریت

Esmaeel Malekakhlagh ¹ (Associate Professor, Department of Management, Guilan University, Rasht, Iran)
Arman Poureisa ² (M.Sc. Student, Department of Management, Rasht Branch, Islamic Azad University, Rasht, Iran)
Sayyed Ali Nabizadeh ³ (M.Sc. Student, Department of Management, Rasht Branch, Islamic Azad University, Rasht, Iran)

Received: 2017-01-14 Accepted : 2017-01-14 Published : 2016-09-22

Keywords: Data envelopment analysis, Performance Evaluation, KPI, Sales Performance,

Abstract :

An important of performance measurement specified for organizations and already it is playing an important role in many of them. The current priority of organizations is ensure more favorable evaluation indicators to evaluate the performance of individuals. In the meantime sales force performance is crucial indicators and pulse key in competitive market and evaluating of it on KPI is important. One of the models of performance evaluation is data envelopment analysis (DEA). The purpose of this study was to evaluate the performance of the sales force with the DEA. The population of this study is Kale Company of Amol and sample of this is 20 number chosen by simple random sampling of the employees of sales department. Input oriented CCR model of DEA models was chosen and WINGO SB and Excell software were used. The results show that unit of 4, 7, 14, 17 & 18 are efficient for sale. Also by using the AP model most efficient personnel were identified.