Okay, you've heard the criteria used in evaluating a person falls into input and output factors. Let's take each one and do a deeper dive. First, output measures, output measures are things that relate to a sales person's results and tend to cover the things that are on this slide. The first thing sales managers look at is sales volume, and sales volume is an excellent measure as long as it is analyzed in sufficient detail. You should not just look at total sales but sales by product or customer. Sometimes sales figures are examined such as a percentage or a percent of quarter or market share. Market share sales shows how dominant a sales person is in their territory. It is calculated by dividing a salesperson's sales by total sales in a territory. Now just be careful with percentages, one salesperson may have 20% of a market while another sales person might have just 10%. Yet, this second person might actually have more gross sales than the first. Gross margin is the difference between sales and the cost of goods sold. It is an important measure because it gives some indication of a salesperson's ability to sell high margin products and services. It is also a closer measure of the true goal of a business which is to earn a profit. Another measure is the number and size of orders, this is helpful in situations where a salesperson maybe getting too many small and unprofitable orders but their total numbers appear okay because of a few large orders. A call rate is the number of calls made a per day, ordinarily, a salesperson can not sell a product without making calls on customers. As a rule of thumb, more calls equals more sales. Finally, another measure is batting average. Which is calculated by dividing the number of orders received by the total number of calls made. As a factor, a batting average suggests a salesperson's ability to call on good prospects and close a sale.