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Video instructions and help with filling out and completing Sales performance review template
Hello and welcome to marketing 91 comm sales performance meaning sales is a central factor or parameter in an organization's performance sales performance at the organizational level must be evaluated from different perspectives to identify drawbacks or shortfalls in the sales strategy supervision and control of sales force a sales force can be effectively managed only through proper supervision and control since people may have good caliber training and motivation nonetheless they require necessary Direction supervision and control for optimum performance purpose of supervision and control supervision and control of the sales force are required for the four main reasons coordinating sales efforts guiding the sales force improving selling efficiency and evaluating performance methods of supervision and control methods for supervising and controlling sales force include allocation of sales territories and fixing sales quotas more direct methods of control include reports and records salespeople must submit written reports and various aspects of their activities in prescribed formats 10 important reports are as follows daily calls by salespeople tour routes and plans customer complaints reasons for missing customer calls prospective customers market conditions position of major competitor ISM prices of competitive products effectiveness of sales promotion activities and sales persons expense account direct supervisory methods telecommunications sales managers can use telephone email voicemail fax messages and computer-based support systems sales meetings sales managers use sales meeting to prinformation about changes and policies and procedures arranging for training programs and inspire or motivate salespeople to achieve sales quotas personal contacts sales managers may visit customers with a salesperson for reasons such as calling on a specific customer to handle a particular problem training a salesperson team selling efforts and market information and lastly coaching sales managers must concentrate on the continuous development of a salesperson through supervisory feedback and role modeling coaching involves intensively training a salesperson on the job through instruction demonstration and practice in direct supervisory methods sales reports a sales persons activities can be monitored and evaluated using a supervisory tool such as a sales report customer and competitor data included in the sales reports is used for the company's marketing information system compensation plans compensation is one of the most important tools that encourages salespeople to carry out activities that will maximize their income or Commission's sales analysis by using a sales analysis report a sales manager can evaluate each sales person's performance by comparing what was sold and how much was sold with the sales quotas expense accounts and reports expense reports indicate how much money a salesperson spends on traveling lodging meals and entertainment a relative to company policies on various expenses this helps to control selling expenses sales performance evaluation criteria for evaluation it is essential to determine the right mix of performance criteria these criteria should focus on results and identify key result areas or key arrays k arrays of factors or aspects of a sales plan strategy and implementation in which a salesperson or a company must Excel to outperform competitors.