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Improving Sales Peoples Performance
Measuring The Performance Of Sales People (Models, Guidelines, Checklists, etc) [Item Ref. 125]
Summary
After outlining a Performance Management Process for sales people, this resource goes on to explain the following steps in more detail.- Identify the Core Areas of Responsibility
- Identify & Agree the Assessment Criteria
- Agree & Record the Performance Measures
- Three Types of Performance Measures
- Use of Performance Measures
- Measuring Joint Accountabilities
- Achieving Maximum Leverage
- The Benefits of Agreeing Performance Measures
Joint calls:
Joint calls provide a tremendous opportunity for the Sales Manager as coach/mentor to view the Sales Person in action and to assess:
- The quality of pre-call preparation
- The structure and content of the call
- The level of selling skills used
- The results of the call
- The sales person’s development needs
This document also provides a checklist and guidelines for carrying out a day of joint calling by the Sales Manager with a Sales Person.
It consists of:
- Joint Calling Checklist
- Joint Calling Assessment Sheet
As a Sales Manager, use these tools to improve your monitoring and measuring of your Sales People’s performance.
Include this product in soft skills training material for use in company training and training and development programmes generally.
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