Conducting Performance Reviews with Effectiveness & Timeliness

Performance EvaluationGrading the performance of an employee can be one of the most important aspects of sales management. Determining who is exceeding his or her preset goals that were set is vital to determining who is eligible for promotions. Furthermore, figuring out which employees are struggling may help managers see where additional guidance is necessary.

Performance reviews may be greeted with disdain from the employees, but these are essential for any company to grow. Knowing when to evaluate a sales staff can become as important as the actual grading of their achievements.

Annual performance reviews tend to focus on short-and long-term goals from prior years and whether the employee qualifies for a raise or promotion. Evaluating which benchmarks were hit by the salesperson can help the manager offer advice and criticism.

While they are often standard practice, reviews typically occur very infrequently and often do not affect day-to-day operations for employees, according to Entrepreneur.com. By rating sales reps’ performance more frequently the manager has more of a chance to act on what he or she has learned.

Limiting reviews to once per year can lead to late identification of problems with an account, a lack of closed deals and low productivity that has gone unnoticed. Time and money are wasted, along with resources that are required to keep an ineffective salesperson on the staff, the website noted.

Rating the performance of employees who live in a constantly changing world should happen in accordance with the speed at which the business operates. Quarterly reviews might work for a company that makes larger sales, while more frequent assessments might be necessary for businesses that sell more often, according to BNET.

Shortening the length of an assessment may help to save time and resources, as not every aspect of the business needs to be discussed with every employee, the media outlet reported. Longer reviews may not help the employee, and extending the process may lead to management holding the performance test more infrequently.

The length of performance ratings can be adjusted as long as the business notifies its employees of the potential changes to the system. When sales reps are told that they will be subjected to quarterly reviews, they may choose to motivate and organize in order to impress their superiors. Establishing clear goals and objectives can speed up the process as everything that is expected is already outlined, according to Payscale.com.