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.

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