Evaluating Employee Sales Efficiency with Avero
Available in: Professional subscriptions only
Avero's Employee Efficiency Report is designed to quickly evaluate a service team's sales efficiency at-a-glance by analyzing their average sales per check, not just by total sales but also by the number of items sold. You can also evaluate team performance by hour of the day to find opportunities for promotion, activation, or to incentivize the team with an hour-bound sales contest!
In this guide, we will explain the metrics available in this report and how to use it to evaluate your team. Let's get started!
- How to Run an Employee Efficiency Report
- How to Read and Understand the Employee Efficiency Report
How to Run an Employee Efficiency Report
Navigate to Employee Efficiency in your left-hand navigation pane by opening the Service solution and selecting Employee Efficiency.
Avero Pro Tip: This report is best used in conjunction with the Service Category to mentor the lower-efficiency team members toward improvement!
Like every Avero report, the Employee Efficiency report has a unique Report Generator to help you filter your results. Once you've made your choices, hit the Go button.
For instructions on how to utilize the Report Generator, reference this article.
For your first report, we recommend selecting a single job class, such as Server or Bartender to compare only like-employees, and choosing a length of time for accurate averages (to avoid outliers skewing your data), at least a month of data.
If you'd like to select specific hours of service to analyze, select these in the Hour box:
How to Read and Understand the Employee Efficiency Report
At first glance, you'll see all of the efficiency metrics laid out by employee. The results are displayed first in a visual you can toggle between metrics:
The in a table format to view all metrics side by side:
Handle Outliers: Excluding Employees
If you notice any servers in your results who are no longer with your restaurant, worked limited shifts during the time period, or are still in training, you can check the box by the server name to exclude them from the report. If you exclude someone by accident you can always add them back into the report.
Understanding the Metrics and Calculations
The included metrics are:
- Check Count: Total checks by that employee (in the time frame of the report)
- Check Efficiency: A measure of efficiency as measured by how many items are sold per check. An employee that sells more items per check is considered more efficient. Calculated as the Item Check (see below) is, but shown in a percentage, with a higher percentage indicating a more efficient employee ( higher items per check %).
- Check Turn Time (minutes): The average number of minutes a check was open for the employee. A "turn" is the time between a check being opened and closed, or how long guests spent at the table / how long the order took.
- Check / Hour: the average number of checks per hour for that employee, calculated as Total Check Count divided by the Total Hours Worked
- Gross Sales: Total sales by that employee (in the time frame of the report)
- Hours: Total hours worked by that employee (in the time frame of the report)
- Item Count: Total items sold by that employee (in the time frame of the report)
- Item Check: Item count/check count, or the average number of items that employee sells per check they open
- Item Hour: Item count / total hours worked, or the average number of items this employee sells per hour
- Time Between Checks (minutes): Average number of minutes between checks, or how quickly tables are turned.
Together, these metrics paint a picture of team performance. The top employees should share their tactics with the larger team. Take a look at the Service Category report to help spot the categories in which the employees with lower efficiency are falling short and coach them on the sales for those categories to raise their efficiency level.
How to Use the Employee Efficiency Report
Analysis that relies on averages should represent a large timeframe to avoid outliers skewing your results. Avero recommends a quarterly review of employee efficiency, or no more than monthly. Viewing the report for less than one month of data increases the chance that outliers in the form of odd business days or employee turnover and vacation impact your results and limit your ability to affect change. If you want to view the report more frequently, ensure you are still using a sufficient data range of at least one month.
Evaluate your server and bartender efficiency regularly, to find opportunities to Drive Revenue by improving team performance. Some things to take note of:
- Evaluate the team as a whole to identify employees that could be more sales efficient, then use the Service Category report or Server Scorecard to identify the specific areas of focus. Train or coach this employee on sales for their need area.
- Review the bar or service efficiency at promotional times of business, such as Happy Hour or Late Night, to ensure your promotional times have the incremental spend you planned for in organizing your promotion.
- Justify staffing levels by evaluating the Employee Efficiency at peak or valley service times to ensure each team member on staff is generating the sales to justify the shift. Look closely at your shift in and out times, especially if you are using staggered shifts. you might notice the opening bartender's sales drop in the hour before their shift out time - could they be moved to prep/stock or end shift an hour earlier?