Tangible BenefitsI define tangible

Tangible Benefits
I define tangible benefits as those that can be measured in hard numbers. These include increases in the following benefits:
• Time spent by sales personnel with existing customers –
Consider measuring the number of service calls made per day by
sales personnel or the number of hours spent by sales personnel
in their interactions with existing customers.
• The number of new customer prospects pursued by sales representatives – While most sales representatives like to call on
existing customers with whom they have an ongoing relationship, new customers are the key to future growth. Consider measuring the number of new prospects versus existing customers