This document is on how effective Performance Management can be done for people in sales. The document emphasises on how the following are important in sales and how effective performance management is useful: Autonomy - Desire over self-directed Mastery - The urge to get better skills Purpose – Desire to do something meaningful & important

1. Effective Performance
Management : Sales People
GroSum Functional Brochure
Managing sales people and getting the best out of them is beyond
sales compensation these days.
For a sales job which is create, persuasive only higher pay and
bonuses cannot result in better performances as it is a creative job
and not basic mechanical tasks1.
To excel at their work, and increase performance & satisfaction,
sales people need to have :
- Autonomy -Desire over self directed
- Mastery - The urge to get better skills
- Purpose – Desire to do something meaningful & important
1. Research by MIT & Other University - "Large Stakes and Big Mistakes"

2. Feedback
Feedback on the go by
managers/coaches/seniors
Sales people looks for feedback from their
immediate manager or seniors
Feedback by managers/seniors will help
employees close deals more with better
coaching and guidance.
GroSum Functional Brochure
Feedback from managers acts as coaching that
helps employee improve and thus improve their
sales performance.
Regular Feedback helps manager check on their
employees real time.
GroSum Feedback in action

3. Check-ins
Conversation between manager and
employees on Goals
With remote workforce, employees need to
have continuous conversation with their
immediate managers on objectives.
The conversations helps managers understand
the plan, achievements and tell employees
about the improvements or the red flags.
GroSum Functional Brochure
With Check-ins, a regular monitor is done for all
employees at scale, instead of carrot-stick
approach.
GroSum check-ins in action

4. Gamification
GroSum Functional Brochure
Rewarding employee accomplishment on the go
Gamification helps you rewarding your employees,
when they reach targets or achieve a goal.
Whenever your sales people achieve some personal
goals or objectives, they can be rewarded with
badges or recognition,
Gamification does not mean giving extrinsic
incentives, but it can be tagged with intrinsic values.
For example, seeking feedback from 5 different
people in a month, the person may be rewarded
with a badge