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hello learners in this video we will learn how to evaluate and control the performance of sales people and we will also see how to individually evaluate the performance of a salesperson now we all know that one of the most important responsibility of any sales manager is to evaluate the performance of their sales people subsequently mrsa and it is a time consuming process it is a difficult process because foreign we should help them to grow and you know perform better that should be your motive starting right so let's see what is the purpose of sales for a force performance evaluation like i said you have got to improve the sales person's performance you need to decide appropriate increment in pay and incentive pay based on the actual performance of the salesperson you also need to determine the training needs of individual sales force a sales person and even the entire sales force so you can train them you also can identify those sales persons whose services may be terminated after giving adequate chances of improvement yes to terminate the salesperson uh you also the these performance evaluations also help you to motivate sales person through giving them adequate recognition recognize it should be very carefully developed and implemented it should be fair it should be not unbiased it should be unbiased whenever we try to conduct the performance evaluation of our sales people now let's see what is the procedure for evaluating and controlling the sales for performance steps while conducting their performance evaluation policies on success evaluation and control then you've got to decide the basis of sales person's performance evaluation then you've got to establish the performance standards you've got to compare actual performance with the standards review the performance evaluation with the salesperson and finally you have got to decide sales management actions and control up steps so let's start with step number one in this sales force performance 360 degree feedback then there are other assessment techniques also like mbo what is mbo it is management by objectives sales manager or sales person foreign so this is called mbo management by objectives this is also a very popular technique uh in the modern times uh what what will be the sources foreign authority and participate in decision making there is more innovative and supportive supportive culture in the organization sales people will perform better on both selling and not selling absolutely non-selling sales organization effectiveness birthday because sales people have a job satisfaction so that leads to profitability customer satisfaction etcetera your third perspective omnipot which combines both outcome based and behavior-based this is how you establish the performance standard standards now performance standards for quantitative output has a close relationship with the company sales forecast or sales budget and quotas foreign will feel demotivated it should be fair and it should be very carefully designed it is equally important to communicate the standard to the sales people to remove so how would you know okay what is expected of you so it is very important that after you establish the standards you should also inform the sales people otherwise they do not have any direction what is the management wants from us now your next step that is now you have to compare what is the sales person actual sales managers they use very different types of evaluation methods or rating forms specific graphics there is a technique called brs behaviorally anchored rating scale mbo management some of the above methods uh yeah sorry companies it is always advisable that you should combine some of the above methods for an effective evaluation system for example a management by objectives that you will see you will compare what were the objectives set for the same person but you also try to see rank those objectives or you try to graphically represent them descriptive statements you have to review the performance evaluation with the salespersons so this session has to be conducted evaluation then you've got to sit and have an appraisal session with the sales person this is a very challenging and sensitive part of a sales manager's job because difficulty it is very important that sales manager and salesperson board should have a positive attitude towards so both of you the sales manager and sales person they should have a positive attitude towards the review review to review the performance of sales people now first of all you should know what are the performance standards criteria you have now foreign it is very important foreign and develop future objectives foreign sales [Music] distribution please subscribe write in the comment box i always enjoy reading and listening from all of you thank you so much see you in the next video with distribution management