Assessing the Performance of Salesmen

Assessing the Performance of Salesmen

Assessing the Performance of Salesmen

The Sales Manager should make a periodic assessment of the performance of each of the salesmen under his control. Too often, managers have only a hazy idea of the progress being made by the individual men in the field and fail to pin-point weaknesses which, with remedial training, can be overcome. The Sales Manager should arrange to visit each member of his sales team in order to assess

(1) his personal attitude to his job,

(2) the degree of efficiency with which he organizes his work,

and

(3) his effectiveness in face-to-face interviews with customers.


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