Evaluating The Performance of Salespeople
Evaluating The Performance of Salespeople
Evaluating The Performance of Salespeople
11
11
11
Behavior-based Perspective
Incorporates complex and often subjective assessments of salesperson characteristics and behaviors with considerable monitoring and directing of salesperson behavior by sales managers
11
11
Profitability
11
Consists of criteria related to activities performed by individual salespeople Sales calls, customer complaints, required reports submitted, training meetings, letters and calls
11
Professional Development Criteria Assess improvements in certain characteristics of salespeople that are related to successful performance in the sales job Attitude, product knowledge, initiative and aggressiveness, communication skills, ethical behavior
11
Results Criteria
(Exhibit 11.6)
11
Results Criteria
Sales Quota
11
Concentration of Businesses within the Territory Geographic Size of Territory Growth of Businesses within the Territory Commitment by the Sales Manager to Assist the Sales Representative Complexity of Products Sold Sales Reps Past Sales Performance Extent of Product Line Financial Support (e.g., compensation) a Firm Provides Relationship of Product Line Amount of Clerical Support
11
11
11
11
Salesperson
11
11
Ranking Methods Rank all salespeople according to relative performance on each performance criterion rather than evaluating them against a set of performance criteria
Exhibit 11.13 Ranking Method Example
11
11
11
Note: This service is not intended for secure transactions such as banking, social media, email, or purchasing. Use at your own risk. We assume no liability whatsoever for broken pages.
Alternative Proxies: