Evaluating Salespeople
Evaluating the salespeople is significant procedure in the sales force management function. This procedure requires good feedback. Management obtain information regarding salespeople in numerous ways. A company knowledgebase should include sales performance by specific salespeople. Feedback is significant characteristic of formal evaluation, followed by mutually agreed remedies to trouble. Benchmarking among salespeople is good where there is the capability to compare apples with apples in terms of such type of factors as territory size or numbers of active customers.
1). an essential source of information is the sales report (by including expense reports and call reports). Additions to this report can come from following:
- Customer surveys.
- Personal observation
- Talks with other salespeople.
2). Salespeople are normally evaluated on their ability to "plan their work and work their plan."