ASAITM — Additional Sales Activity Index

Definition

ASAI^TM is a KPI that measures whether additional value was actively offered, regardless of whether the customer accepted the offer.

Within the ASAI^TM framework, additional sales refer to the active offering of: complementary products, service upgrades or extensions, additional coverage or packages, expert recommendations that enhance the value of the primary purchase (in most cases: cross-sells and upsells).

How to calculate ASAI^TM

First, you need to collect answers from your customers to the following question: “Was a complementary item offered to you?”

The responses can either be “Yes” or “No”.

After you have the responses, you use the following formula:

The result is expressed as a percentage and reflects the proactive advisory behavior within a defined period, location, or team.

(Depends on how you collected your customer responses.)

Benchmarks

ASAI^TM [%]	Interpretation
0 - 20	Passive selling
21 - 40	Occasional selling
41 - 60	Active selling
61 - 80	Strong selling
81 - 100	Best-in-class advisory selling

It is very important to measure ASAI^TM for every unit — in retail for every store, in services for every team, etc. Experience shows that there are large ASAITM deviations across locations and teams in almost every company.

Why use ASAI^TM

In modern retail and service-based businesses, monetizing every customer to the fullest is a clear priority. To achieve this, businesses often try different promotions, price strategies, special offers, but they often overlook one of the strongest profit centers — additional sales (upsells, cross-sells, add-ons, etc.) that result from a quality sales interaction with a sales advisor.

Traditional metrics like total revenue, conversion rates, and AOV, tell you the result, but not how it was achieved. They do not reveal whether sales staff actively engaged customers, identified additional needs, or offered relevant complementary solutions.

After more than 5 years of measuring additional sales in more than 500 shops, the Additional Sales Activity Index (ASAI^TM) was developed in order to provide a simple, reliable standard for measuring sales behavior across different industries and interaction types.

Additional Sales Calculator

Monthly customers: 1

Value of an additional sale: $1

ASAI value: 0

Total additional sales per month: $0

Based on the standard additional sale conversion rate of 30%

Trusted by

Schedule an ASAI^TM strategy meeting

Find out how you can raise additional additional sales with minimum investment.

Schedule a meeting with ASAITM experts with 5+ years of experience in boosting additional sales across more than 500 shops and teams.

Click Here

Certified ASAI^TM systems

& more on the way …

Terms of Use

For Feedback & Survey Platforms

Until explicit notice, ASAI^TM is free to use if:

You label it by its full, appropriate name (ASAI^TM)
You put the ASAI^TM widget certificate somewhere on your website where it is visible to visitors (e.g., in the footer)

Others

Until explicit notice, ASAI^TM is free to use.

If you decide to use ASAI^TM, you need to label it by its appropriate name (ASAI^TM).

Copyright and Trademark

Additional Sales Activity Index (ASAI^TM) is a proprietary methodology developed by Cohortem d.o.o.

This document, including its structure, methodology description, definitions, and

interpretations, constitutes copyrighted material. All rights are reserved.

As of now, the use of the ASAI^TM methodology is free. Whoever uses the ASAI^TM methodology must label it by its appropriate name.

The name ASAI^TM and the associated methodology are subject to trademark and copyright protection.

Additional Sales Activity Index (ASAI^TM)

Standardized Methodology for Measuring Additional Sales Activity

Author: Tomaž Dimnik

Year of creation: 2026

This document is an authorized translation of the original Slovenian work.

/* This targets the H1 only on mobile devices */ @media (max-width: 767px) { .responsive-h1 { font-size: 25px !important; } }

ASAITM — Additional Sales Activity Index

/* This part tells the phone to override the size */ @media (max-width: 767px) { .mobile-only-20px { font-size: 20px !important; } } Definition

/* This part tells the phone to override the size */ @media (max-width: 767px) { .mobile-only-20px { font-size: 20px !important; } } How to calculate ASAITM

/* This part tells the phone to override the size */ @media (max-width: 767px) { .mobile-only-20px { font-size: 20px !important; } } Benchmarks

/* This part tells the phone to override the size */ @media (max-width: 767px) { .mobile-only-20px { font-size: 20px !important; } } Why use ASAITM

/* This part tells the phone to override the size */ @media (max-width: 767px) { .mobile-only-20px { font-size: 20px !important; } } Additional Sales Calculator

Total additional sales per month: $0

/* This part tells the phone to override the size */ @media (max-width: 767px) { .mobile-only-20px { font-size: 20px !important; } } Trusted by

/* This part tells the phone to override the size */ @media (max-width: 767px) { .mobile-only-20px { font-size: 20px !important; } } Schedule an ASAITM strategy meeting

/* This part tells the phone to override the size */ @media (max-width: 767px) { .mobile-only-20px { font-size: 20px !important; } } Certified ASAITM systems

/* This part tells the phone to override the size */ @media (max-width: 767px) { .mobile-only-20px { font-size: 20px !important; } } Terms of Use

/* This part tells the phone to override the size */ @media (max-width: 767px) { .mobile-only-20px { font-size: 20px !important; } } Copyright and Trademark