Evaluating Sales force performance - PowerPoint PPT Presentation

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Evaluating Sales force performance

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Evaluating Sales force performance & Controlling Sales activities Four steps that control the sales force activities are 1.Esatablishing Performance Standards. 2 ... – PowerPoint PPT presentation

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Title: Evaluating Sales force performance


1
Evaluating Sales force performance
  • Controlling Sales activities

2
  • Four steps that control the sales force
    activities are
  • 1.Esatablishing Performance Standards.
  • 2.Recording Performances
  • 3.Evaluating Performance Standards
  • 4.Taking Action

3
Standards of Performance
  • Setting standards of performance requires
    consideration of the nature of the Selling job.
  • Setting performance Standards for a new business
    sales personnel requires different measures .
  • Setting sales performance standards requires
    considerable market knowledge.

4
  • Performance Standards are designed to measure the
    performance of activities that the company
    considers most important.
  • For e.g. Evaluating the job performance of a
    computer sales person requires standards that
    measure not only skill in new business selling
    but even more basically ,effectiveness as a
    management consultant skill as a system
    analyst.
  • .

5
  • Sales Management puts together a combination of
    sales performance standards to fit the
    companys needs, its marketing situation, its
    selling strategy its sales organization

6
Recording Actual Performance
  • Sales management next task is to measure actual
    performance. There are two basic sources of
    performance information
  • Sales expense records reports of various
    sorts.

7
System of field sales reports
  • The fundamental purpose of field sales reports is
    to provide control information.
  • Field sales report provides Sales Management
    with a basis for discussion with sales
    personnel.
  • Sales reports assist in determining how to secure
    more larger orders.
  • A good field sales reporting system assists sales
    personnel in their self improvement programs.

8
Purpose of field sales report.
  • 1.To provide data for evaluating performance
  • 2.To help the salesperson plan the work
  • 3.To record customers suggestions complaints .
  • 4.To gather information on competitors
    activities.

9
  • 5. To report changes in local business economic
    conditions.
  • 6.To keep the mailing list updated for
    promotional catalogue materials.
  • 7.To provide information requested by Marketing
    research.

10
Types of sales force Reports
  • 1.Progress or call report
  • 2.Expense Report
  • 3.Sales work plan
  • 4.New business or potential new business report
  • 5.Lost sales report.
  • 6.Report of complaint.

11
Evaluating
  • Comparing actual performance with standards
  • The most difficult step in sales force control is
    evaluation step- The comparing of actual
    performances with standards.
  • The same standards cannot be applied to all Sales
    personnel.
  • It is possible to take Territorial differences
    into account by setting individual performance
    standards for each territory.

12
  • Evaluating performance of sales personnel
    requires judgment deep understanding of market
    factors conditions.

13
Controlling sales personnel
  • Management also controls sales personnel through
    supervision.
  • Who should supervise?
  • Companies having decentralized sales organization
    sometimes assign the supervision responsibility
    to branch or district managers.
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