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any human Source management system even if you are following the manual way of the appraisal so there will be appraisal template with the KRA is defined and then based on that the appraisal is conducted so this lecture is all about the appraisal template so let us see how the appraisal template is defined and I'll give you one template which you can use to do the appraisal of employee appraisal sales leader during a specific period each goal will have key result area and the weighted percentage based on each key result area there will be waiting score which will be one to five so I'll be mentioning those details also here let me type rating scale so this is a guideline which will help the appraisal rate is 5 so it means that employee whose appraisal is being done exceeds the expectations 4 is meeting the expectations three means needs the Improvement 2 means unsatisfactory and one means unacceptable let us add the key result area with the weightage percentage suppose this is for the sales leader as I mentioned so first one will be the sales performance in sales performance I would add here three different aspects one is of course achievement of sales Target definitely which will come from the sales system so achievement sales Target and a second aspect that I want to mention here related to the sales performance will be increasing revenue and market share by analyzing current Year's performance of the sales with last year's sales performance and then we'll be of course building and maintaining a strong customer base customer retention is also very important for any business so if the strong customer base is there of course your sales will be higher so sales performance can be measured with these three aspects which I must mention and I'll give a weightage of 25 percent here because I'm going to add more kras here so another key result area that I want to mention here is the customer service of course customers should be satisfied when the customer is dealing with the company so what aspects should be covered with the customer service performance it should be ensuring high level of customer satisfaction and this could be of course done through the customer satisfaction service it could be the physical survey where the customer feedback is taken and then the customer's feedback can be taken through an automated survey also which can be sent to the customer or it can be through the phone calls so this is one of the customer service performance aspect and another performance aspect is resolving customer complaints efficiently it is of course says Leader's responsibility to make sure that customer complaints are resolved efficiently customer retention rate is also very important which I mentioned in above key result area also that strong customer base but here I will mention the customer retention rate so which means that how many times customer has been continuously with this business I'll mention here improving customer retention rate and data can also come through the system so all these aspects can be first of all monitored and then based on that the ranking will be done which I'll mention you in next lecture I'll give a weightage of 15. then of course depending upon the type of company that you are working in I must mention here the project management aspect also of course project management is one of the important aspect because if you are not delivering the project on time if you are not able to manage the project efficiently then of course it will affect overall performance of an organization so I must mention here the project management aspect also of course you must deliver the project on time within budget so delivering project with triple constraint this is of course a PMP term means time cost and quality so which means that the project is within the time within the budget and with agreed quality with the customer so this is the project management concept then of course we need to ensure that project objectives are met and there might be various risks within the project so risk management is there which is qualitative risk analysis quantitative risk analysis so whether the risk has been taken care so we'll mention that here the managing project risk efficiently so it all will be part of the project management e-result area I'll give here 20 of course this is crucial aspect for any organization so we'll move to next key result area quality of the product project or the service or the process call Assurance is one of the key result area which I'll mention here related to the products and services which a company is providing I'll mention here maintaining high quality senders in products and services and second aspect within the quality assurance will be our quality is not up to the standard so we need to implement some quality improvement initiatives so implementing quality improvement initiatives when quality assurance comes it is not only related to the products and services only it is also related to the process so there are various processes which a person is taking care of so during that process how many errors are there how many defects are there so those all defects should be reduced if it comes to the data entry related person so quality assurance and data entry will also be that reducing errors in the data entry so I must mention here reducing defects and errors this is the most important aspect of it I will give here 10 weightage next key result area that I'll be talking about is team leadership template is created for sales leader you will definitely mention the team leadership result area also here if this person is not leader maybe you can skip this particular one and you can have another key result area so for this role of course I'll add a team leadership key result area team leader has to make sure that proper guidance and directions are provided to the team and of course it is also important for a leader to motivate the team and develop their skills also helping them to develop the skills and it is also important for the team leader to make sure that positive culture is promoted so these three aspects I'll mention here within the team leadership key result area so I'll mention here providing guidance and directions to team members and another aspect which I mentioned here was motivating and developing team members and another aspect which I mentioned of course was the promoting a positive team culture so it will be promoting positive team culture of course rating will be definitely based on this particular key result area you cannot validate through the data coming from the system so you can also do 360 degree review to understand these aspects also overall weightage which I'll give here will be 15 the team leader must be creative and Innovative if the team leader is not creative and Innovative with the change of Technology with the rapid change in the businesses with the agility in the businesses the leader is not able to adopt to those innovative ideas create those creative ideas it will not definitely help the organization to grow and that team leader to grow I will mention here Innovation and creativity of course it may not directly impact the sales performance but appraisal is not only on sales performance these are all the aspects that must be taken care of so I'll mention here generating new ideas and of course Solutions so what new ideas for the sales will be there what new Solutions can be sold then Innovative practices for example whether a sales team leader is able to implement a new CRM system Implement new processes within the sales these are of course related to The Innovation and creativity I'll mention here implementing Innovative practices as I mentioned there are various processes within the sales function of an organization a sales team leader has to make sure that the overall processes are improving what is the contribution of sales team leader to the process Improvement so I'll mention here contributing to process improvements and these are the most important aspects within the Innovation and creativity key result area I'll give here five percent as a weightage then another aspect within the key result area that I want to mention here will be the time management it is important to make sure that team leader is meeting the deadlines able to prioritize tasks also time management of course helps organization overall to optimize productivity and efficiency so I'll mention three aspect here as I have been mentioning in all other key result areas also so here also I'll mention three important aspects which is meeting deadlines consistently and then prioritizing the class efficiently optimizing productivity and efficiency within the time management these three important aspects must be taken care of communication skill of course so within the key result area of the communication skill have the performance will be measured performance will be on clear and effective communication Within members and stakeholders and then active listening and feedback so communication skill of course includes listening as well sometimes there might be difficult conversation within the company within the team members even with the customer even with the supplier so whomever this person is dealing so all these stakeholders are part of that so how the difficult communication is handled so I'll mention here handling difficult conversations professionally so these are three aspects within the communication skills skill assessment is something else so I'm not talking about skill assessment here I'm talking about performance evaluation based on the communication skill so here also I'll be giving five percent Advantage here for a leader it is very important to take care of the employee development I'll mention here employee development it is important for the leader to make sure that training needs are identified and addressed to support the employee for the professional development and growth within the organization and it is also to provide the coaching and mentoring responsibility is not only to improve the sales performance imp development or the people who are working with that leader it is very important first of all I'll mention again three aspects here one is the identifying and addressing training needs and then it will be supporting the professional growth of team members as a leader you of course have to provide the coaching and mentoring so providing coaching and mentoring so these are three aspects of this and here also I'll give five percent as a weightage so this is complete here so I'll just delete the additional row and save it so you can see here it is 105 right now I'll be just changing some project management I'll add maybe 15 so it should be 100 of course you cannot exceed 100 now you can see here our first appraisal template is ready with all these key result areas these key result areas are for the team leader of sales person who is leading the sales division specially for that team leader these are the key result areas when you are creating the templates you can of course create for multiple roles here for example if it was related to it manager it will be of course not the sales performance internal users are also customer project management will also be there quality management will be there game leadership will also be there these might be related but you will be changing depending upon what specific role a person is taking care of it is not the skill assessment it is totally related to performance rating could come from system from the surveys and from anywhere and here you can see our first appraisal template is ready