Professional Documents
Culture Documents
Learning Objectives
1.
2.
3.
Professional Selling:
A Trust-Based Approach
Module 10:
Evaluating the Performance of Salespeople
Ingram
LaForge Avila
Schwepker Jr. Williams
Learning Objectives
4.
5.
6.
Professional Selling:
A Trust-Based Approach
Module 10:
Evaluating the Performance of Salespeople
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 10:
Evaluating the Performance of Salespeople
Ingram
LaForge Avila
Schwepker Jr. Williams
Purposes of Salesperson
Performance Evaluations
1.
2.
3.
Professional Selling:
A Trust-Based Approach
Module 10:
Evaluating the Performance of Salespeople
Ingram
LaForge Avila
Schwepker Jr. Williams
Purposes of Salesperson
Performance Evaluations
4.
5.
6.
7.
Professional Selling:
A Trust-Based Approach
Module 10:
Evaluating the Performance of Salespeople
Ingram
LaForge Avila
Schwepker Jr. Williams
Purposes of Salesperson
Performance Evaluations
8. To motivate salespeople
9. To help salespeople set career goals
10. To relate salesperson performance to sales
organization goals.
11. To enhance communications between
salesperson and sales manager.
12. To improve salesperson performance
Professional Selling:
A Trust-Based Approach
Module 10:
Evaluating the Performance of Salespeople
Ingram
LaForge Avila
Schwepker Jr. Williams
Salesperson Performance
Evaluation Approaches: Conclusions
1.
2.
3.
4.
Professional Selling:
A Trust-Based Approach
Module 10:
Evaluating the Performance of Salespeople
Ingram
LaForge Avila
Schwepker Jr. Williams
Salesperson Performance
Evaluation Approaches: Conclusions
5.
6.
7.
Professional Selling:
A Trust-Based Approach
Module 10:
Evaluating the Performance of Salespeople
Ingram
LaForge Avila
Schwepker Jr. Williams
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Professional Selling:
A Trust-Based Approach
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Module 10:
Evaluating the Performance of Salespeople
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Evaluation
Evaluation
Salesperson is
evaluated by multiple
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Ingram
LaForge Avila
Schwepker Jr. Williams
Behavior-Based Perspective
Incorporates complex and often subjective
assessments of salesperson characteristics and
behaviors with considerable monitoring and directing
of salesperson behavior by sales managers
Professional Selling:
A Trust-Based Approach
Module 10:
Evaluating the Performance of Salespeople
Ingram
LaForge Avila
Schwepker Jr. Williams
Perspectives on Salesperson
Performance Evaluation
Outcome-Based
Behavior-Based
Little monitoring of
people
Little managerial
direction of salespeople
Straightforward
objectives measures of
results
Professional Selling:
A Trust-Based Approach
Considerable monitoring
of salespeople
High levels of managerial
direction of salespeople
Subjective measures of
salesperson
characteristics, activities,
and strategies
Module 10:
Evaluating the Performance of Salespeople
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 10:
Evaluating the Performance of Salespeople
Ingram
LaForge Avila
Schwepker Jr. Williams
Dimensions of Salesperson
Performance Evaluation
Behavioral
Behavioral
Results
Results
Salesperson
Salesperson
Performance
Performance
Professional
Professional
Development
Development
Professional Selling:
A Trust-Based Approach
Profitability
Profitability
Module 10:
Evaluating the Performance of Salespeople
Ingram
LaForge Avila
Schwepker Jr. Williams
Sales calls,
customer complaints,
required reports submitted,
training meetings,
letters and calls
Should not only address activities related to shortterm sales generation but should also include nonselling activities needed to ensure long-term
customer satisfaction.
Professional Selling:
A Trust-Based Approach
Module 10:
Evaluating the Performance of Salespeople
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 10:
Evaluating the Performance of Salespeople
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 10:
Evaluating the Performance of Salespeople
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 10:
Evaluating the Performance of Salespeople
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 10:
Evaluating the Performance of Salespeople
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 10:
Evaluating the Performance of Salespeople
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 10:
Evaluating the Performance of Salespeople
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 10:
Evaluating the Performance of Salespeople
Ingram
LaForge Avila
Schwepker Jr. Williams
Salesperson
Factors
Characteristics
Role
Perceptions
Aptitude
Skill Level
Motivation
Behavior
Effort
Quality
Planning
and Control
Unit
Behavior
Effort
Quality
Organizational Factors
Marketing Effort
Sales Management Effort
Professional Selling:
A Trust-Based Approach
Module 10:
Evaluating the Performance of Salespeople
Ingram
LaForge Avila
Schwepker Jr. Williams
Elements Important in
Assigning Sales Quotas
Concentration of businesses within the
territory
Geographic size of the territory
Growth of businesses within the territory
Commitment by the sales manager to assist
the sales representative
Complexity of products sold
Professional Selling:
A Trust-Based Approach
Module 10:
Evaluating the Performance of Salespeople
Ingram
LaForge Avila
Schwepker Jr. Williams
Elements Important in
Assigning Sales Quotas
Sales representatives past sales performance
Extent of product line
Financial support (e.g., compensation) a firm
provides
Relationship of product line
Amount of clerical support
Professional Selling:
A Trust-Based Approach
Module 10:
Evaluating the Performance of Salespeople
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Job Relatedness
Reliability
Validity
Standardization
Practicality
Comparability
Discriminability
Usefulness
Module 10:
Evaluating the Performance of Salespeople
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 10:
Evaluating the Performance of Salespeople
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 10:
Evaluating the Performance of Salespeople
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 10:
Evaluating the Performance of Salespeople
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 10:
Evaluating the Performance of Salespeople
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 10:
Evaluating the Performance of Salespeople
Ingram
LaForge Avila
Schwepker Jr. Williams
2.
3.
Professional Selling:
A Trust-Based Approach
Module 10:
Evaluating the Performance of Salespeople
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 10:
Evaluating the Performance of Salespeople
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 10:
Evaluating the Performance of Salespeople
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 10:
Evaluating the Performance of Salespeople
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 10:
Evaluating the Performance of Salespeople
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 10:
Evaluating the Performance of Salespeople
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 10:
Evaluating the Performance of Salespeople
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 10:
Evaluating the Performance of Salespeople
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 10:
Evaluating the Performance of Salespeople
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 10:
Evaluating the Performance of Salespeople
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 10:
Evaluating the Performance of Salespeople
Ingram
LaForge Avila
Schwepker Jr. Williams