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Western region have given the maximum sales growth of 25 percent against
the total growth of 15 percent .
Sales force performance evaluation in company include sales result but not the
effort of the salespeople .
No individual performance measure technique is used.
Performance evaluation method compares the actual sales with the previous
years sales ,and the market potential was not considered when the sales quotas
Were established.
Inconsistency in measuring performance.
Purposes of Salesperson
Performance Evaluations I
1. To ensure that compensation and other
reward disbursements are consistent
with actual salesperson performance
2. To identify salespeople that might be
promoted
3. To identify salespeople whose
employment should be terminated and
to supply evidence to support the need
Purposes of Salesperson
Performance Evaluations II
4. To determine the specific training and
counseling needs of individual
salespeople and the overall sales force
5. To provide information for effective
human resource planning
6. To identify criteria that can be used to
recruit and select salespeople in the
future
of
salespersons
performance
BARS
360-Degree Feedback
System
Helps salespeople
better understand
their ability to add
value to their
organization and
their customers
Sales Manager
Evaluation
Salesperson is
evaluated by
multiple raters
Salesperson
Quantitative results /
outcome bases / criteria
Sales volume
In value / units
Percentage of quota
by products &
segments
Accounts / customers
New accounts nos.
Lost accounts nos.
Quantitative efforts /
Qualitative efforts /
behavioural bases / criteria behavioural bases / criteria
Customer calls
No. of calls per day
No. of calls per
customer
Non-selling activities
overdue payments
collected
No. of reports sent
Personal skills
Selling skills
Planning ability
Team player
Personality & Attitudes
Cooperation
Enthusiasm
Activities
Outcomes
Profitability
Personal development