Tips on evaluating salespeople.(Sales & Marketing)

Powersports Business, June, 2004 by Sutton, Gart

Salespeople like to know where they stand and what they can do to improve their situation. Both of these goals can be accomplished by an effective two-way evaluation process.

You can prevent many potential problems from getting out of hand if you offer your salespeople a chance to express their frustrations and concerns. You can also gain valuable insight into those things they perceive as problems. Then, you can either correct the problems or go about changing those perceptions.

MONTHLY EVALUATIONS

Formal evaluations can include regular monthly goal setting sessions. Monthly evaluations allow problems to be corrected early, while they are still manageable. This review gives your salespeople time to correct their shortcomings before their...