Hi, Can anyone share with me the performance appraisal for sales professionals? regards
From India, Hyderabad
24From India, Hyderabad
We found some sample performance appraisal forms. You can take a look at these links & then create your own by using the ideas.
http://www.businessballs.com/perform...raisalform.pdf
<link no longer exists - removed>
Here's an article on Strategies for enhancing sales performance you may find useful
http://www.workinfo.com/Renres/publications/part1.htm
From India, Gurgaon
http://www.businessballs.com/perform...raisalform.pdf
<link no longer exists - removed>
Here's an article on Strategies for enhancing sales performance you may find useful
http://www.workinfo.com/Renres/publications/part1.htm
From India, Gurgaon
Hi Vinay,
The key with ANY quantifiable Performance Measure such as sales achievement, is for line managers to pre-agree with jobholders/direct reports (as part of a written Performance Agreement at the start of a performance cycle/period), which ACTUAL performance will get which rating at the end of a performance period when Performance Appraisals/Reviews take place. This way they know exactly what is expected and will there be no arguments as to which rating the performer deserves or should get.
A 5-point rating key is the best to use (I base this statement on our 12 years experience of designing Performance Management and Appraisal Systems for large and small organisaitons.
An "even-numbered" rating key such as a 4-point rating key ("forced choice") is NOT the answer for Performance Reviews, as you need a middle position stating the following: "On Target/Standard".
Now a most important tip: In developing such pre-agreed rating keys for your various quantifiable measures, always provide a sub-scale per each level of the rating key. For sales, for instance, the level 3-rating should be stated as a FROM - TO sub-scale (e.g. $30,000 - 39,999). The same with the other levels.
We have developed such Rating Key Calculators that you are welcome to download and use. You can download it from here (it is virus-free):
http://www.performanceassociates.co....s%20050704.xls
William
www.appraisal-smart.com
From New Zealand, Thames
The key with ANY quantifiable Performance Measure such as sales achievement, is for line managers to pre-agree with jobholders/direct reports (as part of a written Performance Agreement at the start of a performance cycle/period), which ACTUAL performance will get which rating at the end of a performance period when Performance Appraisals/Reviews take place. This way they know exactly what is expected and will there be no arguments as to which rating the performer deserves or should get.
A 5-point rating key is the best to use (I base this statement on our 12 years experience of designing Performance Management and Appraisal Systems for large and small organisaitons.
An "even-numbered" rating key such as a 4-point rating key ("forced choice") is NOT the answer for Performance Reviews, as you need a middle position stating the following: "On Target/Standard".
Now a most important tip: In developing such pre-agreed rating keys for your various quantifiable measures, always provide a sub-scale per each level of the rating key. For sales, for instance, the level 3-rating should be stated as a FROM - TO sub-scale (e.g. $30,000 - 39,999). The same with the other levels.
We have developed such Rating Key Calculators that you are welcome to download and use. You can download it from here (it is virus-free):
http://www.performanceassociates.co....s%20050704.xls
William
www.appraisal-smart.com
From New Zealand, Thames
Hi, this Rating Scale/Key Calculator can now be downloaded from our free downloads page on our website, along with some other useful downloads. Go to:
http://www.appraisal-smart.com/free-downloads.htm
William Gresse, CEO
Appraisal Smart Ltd
www.appraisal-smart.com
From New Zealand, Thames
http://www.appraisal-smart.com/free-downloads.htm
William Gresse, CEO
Appraisal Smart Ltd
www.appraisal-smart.com
From New Zealand, Thames
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