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evaluating cell performance phytology and chip c what is it it is analyzing all the different ways to improve sales productivity and efficiency things like understanding your customer or treating calls like face-to-face meetings it's also where managers strive to create balance that is fair and effective between cost and profits it is knowing that finding the problem's origin and fixing it more often benefits greater than firing the employee finding the why this will help you improve sales productivity what does evaluate and sales performance tell you it lets you know your seller's strengths and weaknesses along with how realistic are your quotas are they too easy are they too hard and why are still stalling how is your company's culture you want your culture to reflect positivity so they influence sales productivity how should training and coaching be different and what should be prioritized also you want to know how to continue to improve the bad and get better at the good what are sales managers looking for they want to see steady growth is the training good enough what activities are driving results and set standards based on those results when evaluating sales performance you have a couple different performance factors the quality of the product quality of the sales personnel budget for sales activities lack of cooperation across departments customer care service lack of employees market forces and price you don't need your salesforce to check all these boxes but you want them to check five to six of them other performance factors include knowing the average amount of time it takes to make a sale number of calls or appointments being set up and client satisfaction this will help you set up quotas and criteria for the salesperson now client satisfaction helps clients stay with you longer you make more money for your company we've highlighted three benefits of evaluating sales performance it helps you distinguish top achievers and from the rest identifying those top performers will help you set a criteria for the rest of your employees to know and identify the components of an initial work that do and don't work when you identify that you then can identify points of improvement you have tax tactics that you can use to evaluate your sales performance but make sure you keep it simple doing less is more don't evaluate every metric tracking any and everything will just get harder for you to evaluate want to make sure you measure things like sales calls made or face-to-face meetings try to steer away from measuring things that only show up as end results this will allow you to coach and train your team to meet sales goals while you evaluate them the importance of evaluating sales performance in a competitive market how a company brings its products or services to a market is important as what the company is selling by innovating the way they sell sales leaders can move their organization ahead of the competition regardless of product or service that they sell it allows sales leaders to develop sales strategies that cover all parts of the sales cycle and impact all parts of sales process you want to evaluate employee effectiveness this gives you helpful feedback to employees on how they can improve their performance in the future they can help the employee and manager plan for employees future they help employees better understand what is expected of them helps them meet the criteria that you have set for them the manager has an opportunity to better understand the employee's strengths and motivations you have bad or low performance results you want to make sure you have an explanation for these things these you can have different factors for having these low results like inadequate product or service knowledge unbalanced sales territories are common as well those are internal causes of bad sales performance then you have certain personal characteristics such as poor listening skills and failure to focus on top priorities a lack of sufficient effort and lack of planning for sales presentations or major contributions to a bad sales performance despite their impact however these are characteristics of bad performance knowing when you have bad performance evaluations you want to make sure you have little things or tips that you can go back to make sure that you can improve these evaluations like hiring the right people using the right sales structure refresh your sales strategy spice it up because business is always forever changing find a methodology that works train your reps to win coach your coaches and make personalization easy i want to make sure your salesforce is motivated it's part of your evaluation if they're not motivated you won't be able to do the things that you have in your criteria your goals that you have set for your employees it won't be met because they're not motivated to do the work so once you understand what motivates your sales salespeople you can more effectively manage their performance you can think of motivational terms in six main categories you have money opportunity teamwork independence visibility and excellence