Evaluating a Salespersons Performance

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• Evaluating a SalespersonsPerformance

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The central role of evaluation in sales management
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Procedure for Evaluating Salespeople
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Frequency of Performance Evaluations
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Output Factors Used as Evaluation Bases

• ________________
• In dollars and in units
• By products and customers (or customer groups)
• By mail, telephone, and personal sales calls
• _________________________
• Quota
• Market potential (i.e., market share)
• Gross margin by product line, customer group, and
  order size
• ____________
• Number of orders
• Average size (dollar volume) of order
• Batting average (orders / calls)
• Number of canceled orders
• _____________
• Percentage of accounts sold
• Number of new accounts
• Number of lost accounts
• Number of accounts with overdue payment

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Quantitative Input Factors Used as Evaluation
Bases

• __________________
• ______________
• ________________________
• ____________________
• In total
• As percentage of sales volume
• As percentage of quota
• ___________________
• Advertising displays set up
• E-mails/letters written to prospects
• Telephone calls made to prospects
• Number of meetings held with dealers and/or
  distributors
• Collections made
• Number of customer complaints received

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Qualitative Input Factors Used as Evaluation Bases

• ______________________________
• Management of their time
• Planning and preparation for calls
• Quality of sales presentations
• Ability to handle objections and to close sales
• __________________
• Product
• Company and company policies
• Competitors products and strategies
• Customers
• _______________
• ________________________
• ______________________
• Cooperativeness
• Resourcefulness
• Acceptance of responsibility
• Ability to analyze logically and make decisions

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Ratio Measures
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A Behaviorally Anchored Rating Scale for
Evaluating Team Participation
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Salesperson evaluation matrix
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Evaluation of Sales Reps Performance
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Evaluation of Sales Reps Performance