The following sales performance reviews can be used to pinpoint ways to improve sales and correct problems.
Each year there comes that time that all sales people and sales managers face with trepidation and anxiety: sales performance reviews. Sales performance reviews are much needed (and usually compulsory) part of any good sales management plan, and they do not need to be problematic. In fact, when done properly sales performance reviews should be used to identify successes and accomplishments as well as any problem areas. In either case, the information provided in sales performance reviews can be used to pinpoint ways to improve sales and correct problems.
Except in unusual cases, sales performance reviews should be done annually. The purpose of performance reviews is to:
Additionally, the performance evaluation should be used to help set goals and improve communication between the sales manager and the sales staff.
The approach to doing sales performance reviews should be three fold.
Sales performance reviews need to be relevant to the job. They must be reliable, specific, measurable and standard for each sales person. Although it can be a daunting task to review your sales staff, the information that is gained and shared can be useful to both you and your sales team. Sales performance reviews provide an opportunity for mutual goal setting. Evaluations can help to identify problem areas and their causes. They can point out the link between outcomes and behaviors. Sales performance reviews give the sales manager the opportunity to appraise both positive and negative issues. This information should lead to the development of strategic plan for performance improvement for your sales people with the ultimate goal of increasing sales.
Rhys is a tenacious, top performing Senior Sales Recruiter with 15+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and daughters, BBQing on a hot summer day and tropical vacations.