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The
"Sales
Evaluation"
is
designed
to
accomplish
three
tasks:
-
To
measure
the
current
perception
of
success
in
the
measurable
sales
behaviors,
both
from
the
perspective
of
the
salesperson
and
the
supervisor.
-
To
track
developmental
changes
as
training
is
implemented.
Typically
the
"Sales
Evaluation"
is
administered
quarterly
to
track
results.
-
To
measure
the
perception
gaps
and
address
needs
for
behavior
change.
It
is a
pro-active
way
to
create
better
communication
between
salesperson
and
supervisor.
This
process
allows
for us
to
maintain
a
consistent,
accurate
analysis
of the
sales
team,
thus
enabling
the
ability
to
achieve
continuous
sales
skill
development.
The
"Sales
Evaluation"
is a
relative
significance
report
administered
quarterly
to
track:
•
Prospecting
• Activity Management
• Sales Interviewing
• Negotiation
• Advanced Sales Evaluation
The
difference
between
salespeople
are the
behaviors
that
they
exhibit
towards
the
accomplishment
of
goals.
If we
monitor,
train,
coach,
and
reinforce
the
right
behaviors,
then we
achieve
our
desired
results.
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