Empower Your Business with Sales Evaluation in Mexico

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hello and welcome to marketing91.com in this video we are going to cover the topic on evaluation and control of sales performance let's start with the meaning of sales performance in an organization's performance sales is the most vital factor the future growth of the company is based on its sales in order to recognize the shortcomings of an organization sales performance and to take necessary remedial measures different perspectives must be used by evaluating the same and revenue earned by company reflects the company's sales performance higher revenue suggests better sales performance and vice versa similarly every sales person performance should also be evaluated and measured to do so there are many methods management of salesforce refers to supervision and control only proper control and supervision can lead to effective management of salesforce in spite of salespeople having good caliber being trained and being motivated optimum performance requires direct necessary supervision and control controlling and directing the sales people day-to-day activities is a part of leadership known as supervision several methods are used to supervise and control salesforce following are the direct and indirect supervisory methods let's start with direct supervisory methods the first method under direct supervision method is telecommunication supervision and monitoring are done by sales managers through voicemails fax messages email telephone and computer-based systems a laptop is given to employees by companies like hp ibm png for activities like call planning report writing etc these reports are then to be submitted in prescribed format by salespeople on many aspects of their activities the other direct method is sales meetings sales managers arranged for training activities provide information on the changes in policies and inspire salespeople to reach the required quotas through sales meetings third personal contacts the sales people are visited by sales manager for many reasons like for handling certain problems by calling on specific customers for acquiring market information for team selling effort etc after the sales call the salesperson's strength and weakness are discussed by the sales manager moving forward the method of coaching coaching requires sales managers to concentrate on individual sales people and continuously provide role modeling and supervisory feedbacks to work on their development coaching is the intense on-the-job training of salespeople through practice demonstrations and instructions respect and trust between salesperson and sales manager are required for successful coaching the area of improvement for sales people are discussed with them by sales managers after joined meeting with the client moving on to the indirect supervisory methods the first being sales report sales report help monitor and evaluate a sales person's activities they generally include information related to the order contained calls made competitive activities new customers obtain customer needs and complaints next comes the compensation plan increasing and maximizing the money earned by sales people is one of the most effective ways of encouraging them to carry out sales activities compensation plans affect the time and effort put in by salespeople on various activities and direct their activities next sales analysis the performance of salespeople can be evaluated through sales analysis reports this is done by comparing what and how much sales happen within sales quotas after this the sales people can be helped and guided by sales managers to achieve their sales target quotas or targets and finally expense accountant reports as we all understand the sales job requires the salespeople to travel which entails a lot of expenses so in this case expense reports keep track of the monetary spent on lodging meals traveling and entertainment within the company's policies on different expenses in mind it helps control selling expenses many sales managers are lenient with expense accounts provided the additional selling expenses are made up with the increased profitability and sales by the salesperson now moving on to the final part looking at an example of how rit carlton empowers this service and sales staff as we all understand in the hospitality industry the employees are like walking billboards and the fact that the customer returns to the hotel the second time depends on how he's been treated by the staff the first time so in this case let's look at rick carlton's employer empowerment strategy each employee irrespective of its position and referred to as the lady and the gentleman at the ritz carlton they are authorized to spend up to an amount of two thousand dollars per guest per incident they are motivated and able to make quick decisions on their own in the moment to resolve any guest issue quickly or to make their experience beautiful and memorable the concept is to create an overwhelming stay experience for a guest as stated by simon cooper a lot of the staff that crosses my desk is not that they overcame a problem but that they use their two thousand dollars to create an outstanding experience for instance there are stories about hiring a carpenter to build a shoe tree for a guest in another case a laundry manager who couldn't get a stain out of a dress after trying twice flew down from puerto rico to new york to return the dress personally and finally when a waiter in dubai overheard a gentleman musing with his wife who was in a wheelchair that it was a shame he couldn't get her down to the beach the waiter told maintenance and the next afternoon there was a wooden walkway down the beach to attend that was set up for them to have dinner in so in situations like that the guests are delighted and in that case make a visit to the hotel again so that's it folks this brings an end to the topic on evaluation and control of sales performance these are some of the sources and links refer to for 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