Sources of appraisal information - Sales Management

Sources of appraisal information

There are always a number of sources of information on the performance of individual sales managers and salespersons and their areas of responsibility, i.e. territories.The sales manager should keep a file of data that provides measures of performance.Some of the typical sources of appraisal information available include:

• Previous appraisal forms
• Training assessment reports
• Field check reports relevant to the territory or customer accounts
• Agreed objectives and standards of performance
• Company published sales statistics or measurements kept by the line manager
• Relevant correspondence or bulletins noting appraise performance
• Notes on any special activities or contributions, or special achievements
• Notes on any (good or bad) critical occurrences
• Skill assessment reports
• Feedback from customers.