Unit-2

EVALUATING
AND
CONTROLLING THE
PERFORMANCE
OF
SALESPEOPLE

1 IMS, NOIDA
CONTENTS
Topic will be covered by
Responsibility & Objective Sanjeet Kr. Readi
(Step-1 to 3 )

Step-1 Set polices on performance evaluation and
control

Step-2 Decide the bases of salespeoples
performance evaluation

Step-3 Establish performance standard
Step-4 Compare actual performance with the
standards
Arvind Kumar
(Step-4 To 6 )
Step-5 Review performance evaluation with
salespersons.

Step-6 Decide sales management actions and
control.

Total No. of Slides:-6
2 IMS, NOIDA
RESPONSIBILITY &
OBJECTIVE
RESPONSIBILITY
sales manager is to evaluate the performance
of their salespeople.

OBJECTIVE
The basic objective of the performance
evaluation of salespersons is to determine how
these salespersons have performed.
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Step-1
Set polices on performance evaluation and control
Step-2
Decide the based of salespeople's performance evaluation.
Step-3
Establish performance standards
Step-4
Compare actual performance with the standards
Step-5
Review performance evaluation with salespersons
Step-6
Decide sales management actions and control
PROCEDURE FOR EVALUATING &
CONTROLING SALSEFORCE
PERFORMANCE
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Step-1
Frequency of evaluation
Who conducts evaluations
360-Degree feedback
Management by objective (MBO)
Source of information
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Step-2
Outcome/result based viewpoint
Behavior/activity/effort based
viewpoint
Both outcome based and behavior
based viewpoints
Criteria/Bases for salespeoples
performance evaluation
Common ratios




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Step-3
Performance standards are
generally called sales quotas.
Performance standards for
quantitative output or result criteria
have a close relationship with the
companys objective
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Step-4
Performance evaluation method/forms


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Step-5
This sales manager should contact
the salesperson and set a time and
place for the performance review
meeting, Before the meeting, the
salesperson should be asked to
review his or her job description and
the past performance, by using the
companys evaluations forms.
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Step-6
Identify the problem areas
Find causes
Decide sales management actions

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CONCLUSION


APENDICES
By book- sales and distribution
Management (controlling the salesforce)
,page no.-7.12 to 7.21

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