Evaluation is to measure the performance of salespeople
A important process which enhances the way organization is managed & provide recommendation for further improvements.
A important process which enhances the way organization is managed & provide recommendation for further improvements.
A important process which enhances the way organization is managed & provide recommendation for further improvements.
A important process which enhances the way organization is managed & provide recommendation for further improvements.
A important process which enhances the way organization is managed & provide recommendation for further improvements.
It constitutes comparing objectives with results
Provide feedback
Take steps to further improvement
2. Introduction to
performance evaluation
Evaluation is to measure
the performance of
salespeople.
A important process which enhances
the way organization is managed &
provide recommendation for further
improvements.
It is a critical function.
It constitutes comparing
objectives with results.
Provide feedback.
Take steps to further
improvement.
7. Components of performance evaluation
Sales Volume Analysis
Related Marketing Expenses/Cost Analysis
Performance of individual salespeople
8. Performance Evaluation
and Misdirected
Marketing Efforts
1. The 80-20 principle
2. Sales executive must
make decision on
- What should have
been spent on
marketing
- Standards for
determining
A> What should have
been spent on
marketing
B> What result should
have been obtained
from these expenditures
9. The Need for Detailed
Data
Sales Administrator
who is analysing
sales volume need
subdivision of
- Sales
Territories
-
Salespeople
- Products - Customers
- Size of Order
10. Bases for Analysing Sales Volume
Total sales volume.
Sales by territories.
Sales by product.
Sales by Customer
Classifications
Insufficiency of Sales
Volume Analysis
Salesforce Automation
and Performance
Evaluation
11. Models of Salespersons
performance evaluation
Qualitative methods are: Personal observation by sales
executive.
Customer opinion of
salesman.
Quantitative methods are: Analysis of sales record
& reports.
Comparison of
salesman’s performance
with quota.
Ratio analysis. Profit & loss statements.
12. Performance Evaluation
Conclusion
Performance Evaluation is a collaborative process goal is to provide specific
feedback (good & bad) on job performance with the ultimate aim of
IMPROVING PERFORMANCE and connecting individual performance to the
University’s mission, vision, value and strategic initiatives.
