Evaluating actual performance
When and how often?
o
o
Informal evaluations should be done frequently- daily, weekly
Formal evaluations should be on a regular schedule - two months is
considered optimal
Sources of Information for the Evaluation
Sales Reports
Expense Reports
Activity Reports
Complaint Records
Call Reports
o
Company
Records
o
o
o
o
Observations
External
Sources
Accompany salesperson
Observe phone conversation, mail, e-mail
o
o
Customers
Associations
Agencies
o
o
o
Recommending Action Improvement
o
o
o
Salesperson should agree on what are reasonable improvements
Step by 7FW