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Evaluating Performance

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Submitted By nanabs10
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“You can’t manage what you can’t measure.”
Bob Napier, Hewlett-Packard (hp.com, n.d., para. 2)
Evaluating a sales person’s performance is part of the sales managerial functions. It incorporates information about performance and goals in the past and applies that data to improve performance in the future either by taking corrective actions or by rewarding good performances.
One evaluation method my company will adopt for the sale team will be Feedback. Feedback is simply verbal or nonverbal communication between two or more parties. Feedback should be given in all work situations, good and bad. However, people sometimes think of feedback as being synonymous with criticism when it is given in situations where expectations have not been met. Regardless, we are constantly surrounded by feedback as we see the consequences of our actions and how our actions affect the impressions of those around us.
One common problem that managers overlook when reviewing performance is remembering that feedback is not all about forms. Traditional performance reviews have checklists, ratings, or reports that are used as tools to analyze feedback in the organization. While these forms are useful in documenting and appraising a person’s performance, feedback should not be dictated by the type of form an organization uses. Instead, it should be well thought out and measured according to the individual employee in question, considering their unique circumstances and abilities.

References:
Damnjanovic, V., & Krulj, D. (2005). Important factors for salesperson evaluation. The 7th Balkan Conference on Operational Research. Retrieved from http://fmi.unibuc.ro/balkan-conf/CD/Section6/Vesna%20Damnjanovic%20_paperfinale.pdf
Hp.com. (n.d.). In Bob’s words. Retrieved from

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