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NEW
– Using the A14 Quartile Analysis
How is our agent force producing? What is the makeup of our sales force?
A key to any
company’s success is success of their agent force. And knowing the relative
success of the agents is key to helping increase production or altering
recruitment programs. The quartile reports can help you measure past,
current, and estimated production from your sales agent force.
Above is a sample
of the A14-01 companywide quartile report of Open Business. In this report,
agent written volume of production in the pending date range specified are
placed in quartiles and ranked. Information includes:
•
Agent Name (and ID)
• Office/Branch agent is assigned to
• The agent’s current Status
• The agent’s Start Date
• The agent type, e.g. Full time, Part time, Manager
• The Rank and Quartile Quartile #1 is for top
25% of the agents; 2 for next 25% if the agents; 3 for 50% to 75% group of
agents; and , quartile 4 for bottom 25% of the agents based on the
production ranking. In the example above 15 agents were ranked with 4 agents
in the top 3 quartiles and 3 agents in the 4th quartile.
• The Agent’s Total written Volume for each
agent.
• The Percent of Total that each agent is of
the total written volume.
• The Running Total of written volume starting
from the highest producer
• The Running Total Percentage of companywide.
E.g., in the example above the top two agents had 65.8% of the written
volume for the company.
• The Percent of Agent’s ranked. E.g. 53.3% of
the agents were in quartiles 1 and 2. Also, looking at the figure for the
third agent you can observe that about 26% of the agents had about 85%
percent of the total written volume production.
Quartiling can
be done CompanyWide or within each office. Further, the type of production
to quartile falls into three categories:
1. Open or
Written production. This will total written transactions for a selected
pending date range. Sales that are pending, closed, and firm status are
included. Cancelled sales are not included – so the ranking is of “net
production”. Reports A14-01 and A14-11 quartile open production.
2. Pending business due to close – or agent pipelines. Here, the agent
pipelines are compared. This will total the potential business yet to
close for a selected estimated close date range. Currently pending and
firm status sales are included. Reports A14-02 and A14-12 quartile
business due to close.
3. Closed business. These reports quartile the agent closed production
for a selected closed date range. Reports A14-03 and A14-13 quartile
closed business.
For maximum value,
many options are offered to you such as including all agents or only certain
start dates, e.g. new recruits.
• Agent’s
Office: Select the office production to include. For company wide
reports the offices selected are combined, for the office level reports, the
quartiling will be within each office
• From and To (Pending or Close) dates: Enter desired date range.
• Project: If production within a large project is to be compared,
select the project here.
• Agent Status: Select the agent status’s you wish to include –
Active, Terminated, or all.
• All Agents Start Dates or Agent Start Dates From / Through:
Normally all agents are ranked but this option enables ranking/quartiling of
agents who started during a selected period – say the last two years.
• Trans Type:
All or only selected transaction types can be included. Above illustrates
only including sales transactions and not “non-sales” such as referrals.
• Property Types
to Quartile: all or selected property types can be included. Above
example – only commercial business.
•
Production/Award figure to Rank: 7 production figures including Volume
and Units and AGCI.
The above
illustrates a closed AGCI ranking of the Active agents within an office
(North Branch).
Above details how
the report dialog was used to create this analysis.
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