SlideShare a Scribd company logo
Evaluation & appraisal
of sales force..
Presented by :-
Urvashi Baghel
IITTM, Gwalior
Contents :-
 Sales force & its importance for a company.
 Sales force performance.
 Performance evaluation- purpose & reason.
 Dimension of salesforce performance evaluation.
 Sales force performance evaluation process
 Determinants of sales force performance.
 Criteria for the evaluation- qualitative & quantitative
 Establishing standards
 Monitoring & feedback system.
 Conclusion.
Sales force & its importance :-
Sales force is the number of sales person employed by a company to :-
- promote its product .
- create customer.
- represent the company in the market.
- to generate profit for the company.
-to deal with customer query & so an..
Sales force performance :-
-work done by sales force.
-Impact of sales force onto the company ,on profit etc is the
result of sales force performance.
Performance evaluation :-
 Evaluation is to measure the performance of sales persons.
 A important process which enhances the way organization is managed &
provides recommendation for further improvements.
 It is a critical function.
 It constitutes ‘comparing objectives with results.
 Provide feedback.
 Take steps to further improvement.
Setting
objective
Actual
work done
Comparing
actual work
with
objectives
set
feedback
Steps to
improve
Purposes :-
 It is vital for an organization to evaluate the performance of sales
force consistently & frequently, so that it would be able to close deal
quickly & move to the next one.
 To monitor the performance & ensure that it is in alignment with
corporate goals & objectives.
 To keep track on progress.
 To take decision regarding compensation, promotion & transfer.
 To determine the specific training & counselling needs of individual
sales people & the overall sales force.
 To provide information for effective human resource plan.
 To identify criteria that that can be used to recruit & select
sales people in the future.
 To advise sales people of work expextations.
 To motivate sales people.
 To help sales people in setting career goal.
 To enhance communication between sales person & sales
manager.
 To improve sales person performance.
Dimension of sales force performance
evaluation :-
behavioral results
professional
development
profit
dimensions
Behavior:
Consists of criteria related to activities performed by
individual salespeople.
• Sales calls,
• customer complaints,
• required reports submitted,
• training meetings,
• letters and calls
Professional Development:
• Assess improvements in certain characteristics of salespeople that are
related to successful performance in the sales job
• Characteristics include - Attitude, product knowledge, initiative and
aggressiveness, communication skills, ethical behavior
Results:
 Salespeople measured objectively based on results such as – sales, market
share, and accounts
 A sales quota represents a reasonable sales objective for a territory, district,
region, or zone
 Some research shows that rewards for achieving results have a negative
effect on performance and satisfaction
Profitability:
 Salespeople have an impact on gross profits through the specific products
they sell and/or through the prices they negotiate for final sale.
 Salespeople affect net profits by the expenses they incur in generating sales.
 Criteria Examples : Net profit dollars
Gross margin per sale
Return on investment
Number of orders secured
Selling expenses versus budget
Sales evaluation process:
Determinants of sales force performance:-
 Changing dynamics of the market have increased the pressure on
sales force.
 Many studies were conducted to know the factor which will
influence sales force performance.
 They are :
- internal factors
- external factors
Internal factors External factors
 Motivation
 Skill level
 Job satisfaction
 Role perception
 Personal factors
 Ego drive
 empathy
 Environmental factors
 O9rganizational factors
- communication & work flow
- compensation system
 Sales management ffunction
- sales force planning
- forecasting
- territory management
- compensation
- control
Criteria for sales force evaluation:-
Qualitative methods are :
-Personal observation by sales executives.
-Merit rating
-Customer opinion of salesmen.
Quantitative methods are :
-Analysis of sales record & reports.
-Comparison of salesman’s performance with quota.
-Ratio analysis.
-Profit & loss statement.
Establishing standards :-
 Carrying out the sales force performance evaluation process by using the
outcome-based
behavior-based
professional development measure.
 By establishing different types of goals & objectives.
for ex.- increasing sales by 5% each year ovr the next five year.
 By developing the sales plan.
e.g. increase market share by 4%, reducing defections by 12% , increasing the
new customer base by 10% each year.- source: flying colours ltd.
 By setting sales force performance standards
 Allocate & efforts through sales quotas.
Salesperson
Monitoring & feedback system:-
(360 degree feedback system)
 Salesperson is evaluated by
multiple raters.
 It helps salespeople better
understand their ability to add
value to their organization and
their customers
Sales Manager
Evaluation
Conclusions :-
1. Most evaluate on an annual basis
2. Most combine input and output criteria which are evaluated using quantitative
and qualitative measures
3. When used, performance standards or quotas are set in collaboration with
salespeople
4. Many assign weights to different objectives and incorporate territory data.
5. Most use multiple sources of information
6. Most are conducted by the field sales manager who supervises the salesperson
7. Most provide a written copy of the review and personal discussion.
8. Helps salespeople better understand their ability to add value to their
organization and their customers
Thank you

More Related Content

What's hot

Sales meeting AND SALES CONTEST
Sales meeting AND SALES CONTESTSales meeting AND SALES CONTEST
Sales meeting AND SALES CONTEST
Mithisar Basumatary
 
Retail format
Retail formatRetail format
Retail format
Shahbaz Abdullah
 
Brand positioning
Brand positioning Brand positioning
Brand positioning
Er Gupta
 
5. Retail Shopper Behaviour
5. Retail Shopper Behaviour5. Retail Shopper Behaviour
5. Retail Shopper Behaviour
Dr. Parveen Kaur Nagpal
 
Process of personal selling
Process of personal sellingProcess of personal selling
Integrated service marketing communication with example
Integrated service marketing  communication with exampleIntegrated service marketing  communication with example
Integrated service marketing communication with example
Radhika Venkat
 
Integrated Marketing Communications
Integrated Marketing CommunicationsIntegrated Marketing Communications
Integrated Marketing Communications
Davidt123
 
Motivating Sales Personnel
Motivating Sales PersonnelMotivating Sales Personnel
Motivating Sales Personnel
Saransh Gupta
 
Sales management
Sales managementSales management
Sales management
shoma chatterjee
 
Introduction to sales management
Introduction to sales management Introduction to sales management
Introduction to sales management
Citibank N.A.
 
Buyer seller dyads
Buyer seller dyadsBuyer seller dyads
Buyer seller dyads
Sanu Satyam
 
Human resource management in retailing
Human resource management in retailingHuman resource management in retailing
Human resource management in retailing
Tribhuvan University
 
Brand Equity Ppt
Brand Equity PptBrand Equity Ppt
Brand Equity Ppt
RANJITH MATHEW
 
5.1 sales control & cost analysis notes
5.1 sales control & cost analysis notes5.1 sales control & cost analysis notes
5.1 sales control & cost analysis notes
Shruti Jhunjhunwala
 
Branding challenges and opportunities
Branding challenges and opportunitiesBranding challenges and opportunities
Branding challenges and opportunities
Manisha Mohapatra
 
Objectives and Nature of Sales Management
Objectives and Nature of Sales ManagementObjectives and Nature of Sales Management
Objectives and Nature of Sales Management
Amitabh Mishra
 
Sales training: program, execution and evaluation
Sales training: program, execution and evaluationSales training: program, execution and evaluation
Sales training: program, execution and evaluation
Shwetanshu Gupta
 
Sales Force Management Presentation 1
Sales Force Management Presentation 1Sales Force Management Presentation 1
Sales Force Management Presentation 1
Syed Ahmed Hussain
 
Sales Organisation and Structures.ppt
Sales Organisation and Structures.pptSales Organisation and Structures.ppt
Sales Organisation and Structures.ppt
KwekuJnr
 
Consumer behavior audit
Consumer behavior auditConsumer behavior audit
Consumer behavior audit
prashantjh
 

What's hot (20)

Sales meeting AND SALES CONTEST
Sales meeting AND SALES CONTESTSales meeting AND SALES CONTEST
Sales meeting AND SALES CONTEST
 
Retail format
Retail formatRetail format
Retail format
 
Brand positioning
Brand positioning Brand positioning
Brand positioning
 
5. Retail Shopper Behaviour
5. Retail Shopper Behaviour5. Retail Shopper Behaviour
5. Retail Shopper Behaviour
 
Process of personal selling
Process of personal sellingProcess of personal selling
Process of personal selling
 
Integrated service marketing communication with example
Integrated service marketing  communication with exampleIntegrated service marketing  communication with example
Integrated service marketing communication with example
 
Integrated Marketing Communications
Integrated Marketing CommunicationsIntegrated Marketing Communications
Integrated Marketing Communications
 
Motivating Sales Personnel
Motivating Sales PersonnelMotivating Sales Personnel
Motivating Sales Personnel
 
Sales management
Sales managementSales management
Sales management
 
Introduction to sales management
Introduction to sales management Introduction to sales management
Introduction to sales management
 
Buyer seller dyads
Buyer seller dyadsBuyer seller dyads
Buyer seller dyads
 
Human resource management in retailing
Human resource management in retailingHuman resource management in retailing
Human resource management in retailing
 
Brand Equity Ppt
Brand Equity PptBrand Equity Ppt
Brand Equity Ppt
 
5.1 sales control & cost analysis notes
5.1 sales control & cost analysis notes5.1 sales control & cost analysis notes
5.1 sales control & cost analysis notes
 
Branding challenges and opportunities
Branding challenges and opportunitiesBranding challenges and opportunities
Branding challenges and opportunities
 
Objectives and Nature of Sales Management
Objectives and Nature of Sales ManagementObjectives and Nature of Sales Management
Objectives and Nature of Sales Management
 
Sales training: program, execution and evaluation
Sales training: program, execution and evaluationSales training: program, execution and evaluation
Sales training: program, execution and evaluation
 
Sales Force Management Presentation 1
Sales Force Management Presentation 1Sales Force Management Presentation 1
Sales Force Management Presentation 1
 
Sales Organisation and Structures.ppt
Sales Organisation and Structures.pptSales Organisation and Structures.ppt
Sales Organisation and Structures.ppt
 
Consumer behavior audit
Consumer behavior auditConsumer behavior audit
Consumer behavior audit
 

Viewers also liked

Sales Evaluation And Control
Sales Evaluation And ControlSales Evaluation And Control
Sales Evaluation And Control
Majeed Walele
 
Evaluating
EvaluatingEvaluating
Evaluating
Darwin Granadozin
 
Sales process
Sales processSales process
Sales process
Sadiya Naseem
 
Measuring the performance of the sales force
Measuring the performance of the sales forceMeasuring the performance of the sales force
Measuring the performance of the sales force
Sandrine Bardot
 
performance appraisal
performance appraisalperformance appraisal
performance appraisal
bhavisha
 
Sales performance appraisal
Sales performance appraisalSales performance appraisal
Sales performance appraisal
bradvero675
 
Performance appraisal
Performance appraisalPerformance appraisal
Performance appraisal
Dr.N.Poorna Chelvan
 
Reverse Logistics
Reverse LogisticsReverse Logistics
Reverse Logistics
ahmeyaki
 
Indian retail ppt
Indian retail pptIndian retail ppt
Indian retail ppt
Ramendra Tripathi
 
Reverse Logistics
Reverse  LogisticsReverse  Logistics
Reverse Logistics
sanket_123
 
Lecture 1 - Introduction to Retailing
Lecture 1 - Introduction to RetailingLecture 1 - Introduction to Retailing
Lecture 1 - Introduction to Retailing
AARTEEROY
 
Sales Training
Sales TrainingSales Training
Sales Training
kktv
 

Viewers also liked (12)

Sales Evaluation And Control
Sales Evaluation And ControlSales Evaluation And Control
Sales Evaluation And Control
 
Evaluating
EvaluatingEvaluating
Evaluating
 
Sales process
Sales processSales process
Sales process
 
Measuring the performance of the sales force
Measuring the performance of the sales forceMeasuring the performance of the sales force
Measuring the performance of the sales force
 
performance appraisal
performance appraisalperformance appraisal
performance appraisal
 
Sales performance appraisal
Sales performance appraisalSales performance appraisal
Sales performance appraisal
 
Performance appraisal
Performance appraisalPerformance appraisal
Performance appraisal
 
Reverse Logistics
Reverse LogisticsReverse Logistics
Reverse Logistics
 
Indian retail ppt
Indian retail pptIndian retail ppt
Indian retail ppt
 
Reverse Logistics
Reverse  LogisticsReverse  Logistics
Reverse Logistics
 
Lecture 1 - Introduction to Retailing
Lecture 1 - Introduction to RetailingLecture 1 - Introduction to Retailing
Lecture 1 - Introduction to Retailing
 
Sales Training
Sales TrainingSales Training
Sales Training
 

Similar to evaluation & appraisal of sales force

Sales Performance evaluation
Sales Performance evaluation Sales Performance evaluation
Sales Performance evaluation
NazimAhmad6
 
Performance evaluation
Performance evaluation Performance evaluation
Performance evaluation
NazimAhmad6
 
KKN India ltd sale force performance evaluation by Ketan thakur
KKN India ltd sale force performance evaluation by Ketan thakurKKN India ltd sale force performance evaluation by Ketan thakur
KKN India ltd sale force performance evaluation by Ketan thakur
Ketan Thakur
 
marketing-kotler
marketing-kotlermarketing-kotler
marketing-kotler
Rajat Sharma
 
MRM Webinar Part 1
MRM Webinar Part 1MRM Webinar Part 1
MRM Webinar Part 1
Adam "AB" Bloom
 
marketing management
marketing managementmarketing management
marketing management
Svetlana Razumova
 
Designing compensation plans
Designing compensation plansDesigning compensation plans
Designing compensation plans
Rupam Chakraborty
 
Business Growth Algorithm.pptx
Business Growth Algorithm.pptxBusiness Growth Algorithm.pptx
Business Growth Algorithm.pptx
Sagheer Ahmed
 
Performance evaluation dr.jadeja
Performance evaluation dr.jadejaPerformance evaluation dr.jadeja
Performance evaluation dr.jadeja
Smital Patel
 
Sales & distribution management
Sales & distribution managementSales & distribution management
Sales & distribution management
Anjali Das V.M
 
Sales Management
Sales Management Sales Management
Sales Management
Syed Valiullah Bakhtiyari
 
Introduction To Lawson Sales & Marketing Assessments
Introduction To Lawson Sales & Marketing AssessmentsIntroduction To Lawson Sales & Marketing Assessments
Introduction To Lawson Sales & Marketing Assessments
Henry Lawson
 
If you can't measure or monitor it, you can't manage it !
If you can't measure or monitor it, you can't manage it !If you can't measure or monitor it, you can't manage it !
If you can't measure or monitor it, you can't manage it !
Carl Larson
 
Control of marketing operations
Control of marketing operationsControl of marketing operations
Control of marketing operations
deepu2000
 
Marketing risk advisory brochure 2013
Marketing risk advisory brochure 2013Marketing risk advisory brochure 2013
Marketing risk advisory brochure 2013
Rahul Bhan (CA, CIA, MBA)
 
Marketing risk advisory brochure 2013
Marketing risk advisory brochure 2013Marketing risk advisory brochure 2013
Marketing risk advisory brochure 2013
Nidhi Gupta
 
Marketing risk advisory brochure 2013
Marketing risk advisory brochure 2013Marketing risk advisory brochure 2013
Marketing risk advisory brochure 2013
Nidhi Gupta
 
Marketing risk advisory brochure 2013
Marketing risk advisory brochure 2013Marketing risk advisory brochure 2013
Marketing risk advisory brochure 2013
Rahul Bhan (CA, CIA, MBA)
 
Sales Management and Sales Promotion
Sales Management and Sales PromotionSales Management and Sales Promotion
Sales Management and Sales Promotion
vijaysinhpatil1
 
WFA Sourcing Forum: Tight Briefs, Focused Scopes and Value Creation
WFA Sourcing Forum: Tight Briefs, Focused Scopes and Value CreationWFA Sourcing Forum: Tight Briefs, Focused Scopes and Value Creation
WFA Sourcing Forum: Tight Briefs, Focused Scopes and Value Creation
TrinityP3 Marketing Management Consultants
 

Similar to evaluation & appraisal of sales force (20)

Sales Performance evaluation
Sales Performance evaluation Sales Performance evaluation
Sales Performance evaluation
 
Performance evaluation
Performance evaluation Performance evaluation
Performance evaluation
 
KKN India ltd sale force performance evaluation by Ketan thakur
KKN India ltd sale force performance evaluation by Ketan thakurKKN India ltd sale force performance evaluation by Ketan thakur
KKN India ltd sale force performance evaluation by Ketan thakur
 
marketing-kotler
marketing-kotlermarketing-kotler
marketing-kotler
 
MRM Webinar Part 1
MRM Webinar Part 1MRM Webinar Part 1
MRM Webinar Part 1
 
marketing management
marketing managementmarketing management
marketing management
 
Designing compensation plans
Designing compensation plansDesigning compensation plans
Designing compensation plans
 
Business Growth Algorithm.pptx
Business Growth Algorithm.pptxBusiness Growth Algorithm.pptx
Business Growth Algorithm.pptx
 
Performance evaluation dr.jadeja
Performance evaluation dr.jadejaPerformance evaluation dr.jadeja
Performance evaluation dr.jadeja
 
Sales & distribution management
Sales & distribution managementSales & distribution management
Sales & distribution management
 
Sales Management
Sales Management Sales Management
Sales Management
 
Introduction To Lawson Sales & Marketing Assessments
Introduction To Lawson Sales & Marketing AssessmentsIntroduction To Lawson Sales & Marketing Assessments
Introduction To Lawson Sales & Marketing Assessments
 
If you can't measure or monitor it, you can't manage it !
If you can't measure or monitor it, you can't manage it !If you can't measure or monitor it, you can't manage it !
If you can't measure or monitor it, you can't manage it !
 
Control of marketing operations
Control of marketing operationsControl of marketing operations
Control of marketing operations
 
Marketing risk advisory brochure 2013
Marketing risk advisory brochure 2013Marketing risk advisory brochure 2013
Marketing risk advisory brochure 2013
 
Marketing risk advisory brochure 2013
Marketing risk advisory brochure 2013Marketing risk advisory brochure 2013
Marketing risk advisory brochure 2013
 
Marketing risk advisory brochure 2013
Marketing risk advisory brochure 2013Marketing risk advisory brochure 2013
Marketing risk advisory brochure 2013
 
Marketing risk advisory brochure 2013
Marketing risk advisory brochure 2013Marketing risk advisory brochure 2013
Marketing risk advisory brochure 2013
 
Sales Management and Sales Promotion
Sales Management and Sales PromotionSales Management and Sales Promotion
Sales Management and Sales Promotion
 
WFA Sourcing Forum: Tight Briefs, Focused Scopes and Value Creation
WFA Sourcing Forum: Tight Briefs, Focused Scopes and Value CreationWFA Sourcing Forum: Tight Briefs, Focused Scopes and Value Creation
WFA Sourcing Forum: Tight Briefs, Focused Scopes and Value Creation
 

Recently uploaded

Individual Performance Commitment Review Form-Developmental Plan.docx
Individual Performance Commitment Review Form-Developmental Plan.docxIndividual Performance Commitment Review Form-Developmental Plan.docx
Individual Performance Commitment Review Form-Developmental Plan.docx
monicaaringo1
 
"DANH SÁCH THÍ SINH XÉT TUYỂN SỚM ĐỦ ĐIỀU KIỆN TRÚNG TUYỂN ĐẠI HỌC CHÍNH QUY ...
"DANH SÁCH THÍ SINH XÉT TUYỂN SỚM ĐỦ ĐIỀU KIỆN TRÚNG TUYỂN ĐẠI HỌC CHÍNH QUY ..."DANH SÁCH THÍ SINH XÉT TUYỂN SỚM ĐỦ ĐIỀU KIỆN TRÚNG TUYỂN ĐẠI HỌC CHÍNH QUY ...
"DANH SÁCH THÍ SINH XÉT TUYỂN SỚM ĐỦ ĐIỀU KIỆN TRÚNG TUYỂN ĐẠI HỌC CHÍNH QUY ...
thanhluan21
 
AZ-900 Microsoft Azure Fundamentals Summary.pdf
AZ-900 Microsoft Azure Fundamentals Summary.pdfAZ-900 Microsoft Azure Fundamentals Summary.pdf
AZ-900 Microsoft Azure Fundamentals Summary.pdf
OlivierLumeau1
 
Odoo 17 Social Marketing - Lead Generation On Facebook
Odoo 17 Social Marketing - Lead Generation On FacebookOdoo 17 Social Marketing - Lead Generation On Facebook
Odoo 17 Social Marketing - Lead Generation On Facebook
Celine George
 
formative Evaluation By Dr.Kshirsagar R.V
formative Evaluation By Dr.Kshirsagar R.Vformative Evaluation By Dr.Kshirsagar R.V
formative Evaluation By Dr.Kshirsagar R.V
DrRavindrakshirsagar1
 
C# Interview Questions PDF By ScholarHat.pdf
C# Interview Questions PDF By ScholarHat.pdfC# Interview Questions PDF By ScholarHat.pdf
C# Interview Questions PDF By ScholarHat.pdf
Scholarhat
 
2024 KWL Back 2 School Summer Conference
2024 KWL Back 2 School Summer Conference2024 KWL Back 2 School Summer Conference
2024 KWL Back 2 School Summer Conference
KlettWorldLanguages
 
Kesadaran_Berbangsa_dan_Bernegara_Nasion.pptx
Kesadaran_Berbangsa_dan_Bernegara_Nasion.pptxKesadaran_Berbangsa_dan_Bernegara_Nasion.pptx
Kesadaran_Berbangsa_dan_Bernegara_Nasion.pptx
artenzmartenkai
 
Principles of Roods Approach!!!!!!!.pptx
Principles of Roods Approach!!!!!!!.pptxPrinciples of Roods Approach!!!!!!!.pptx
Principles of Roods Approach!!!!!!!.pptx
ibtesaam huma
 
modul ajar kelas x bahasa inggris 2024-2025
modul ajar kelas x bahasa inggris 2024-2025modul ajar kelas x bahasa inggris 2024-2025
modul ajar kelas x bahasa inggris 2024-2025
NurFitriah45
 
CTD Punjab Police Past Papers MCQs PPSC PDF
CTD Punjab Police Past Papers MCQs PPSC PDFCTD Punjab Police Past Papers MCQs PPSC PDF
CTD Punjab Police Past Papers MCQs PPSC PDF
hammadmughal76316
 
Read the 38 letters Rockefeller left to his son online for free
Read the 38 letters Rockefeller left to his son online for freeRead the 38 letters Rockefeller left to his son online for free
Read the 38 letters Rockefeller left to his son online for free
Jerry Chew
 
The basics of sentences session 10pptx.pptx
The basics of sentences session 10pptx.pptxThe basics of sentences session 10pptx.pptx
The basics of sentences session 10pptx.pptx
heathfieldcps1
 
How to Create & Publish a Blog in Odoo 17 Website
How to Create & Publish a Blog in Odoo 17 WebsiteHow to Create & Publish a Blog in Odoo 17 Website
How to Create & Publish a Blog in Odoo 17 Website
Celine George
 
What is Packaging of Products in Odoo 17
What is Packaging of Products in Odoo 17What is Packaging of Products in Odoo 17
What is Packaging of Products in Odoo 17
Celine George
 
BÀI TẬP BỔ TRỢ 4 KỸ NĂNG TIẾNG ANH LỚP 12 - GLOBAL SUCCESS - FORM MỚI 2025 - ...
BÀI TẬP BỔ TRỢ 4 KỸ NĂNG TIẾNG ANH LỚP 12 - GLOBAL SUCCESS - FORM MỚI 2025 - ...BÀI TẬP BỔ TRỢ 4 KỸ NĂNG TIẾNG ANH LỚP 12 - GLOBAL SUCCESS - FORM MỚI 2025 - ...
BÀI TẬP BỔ TRỢ 4 KỸ NĂNG TIẾNG ANH LỚP 12 - GLOBAL SUCCESS - FORM MỚI 2025 - ...
Nguyen Thanh Tu Collection
 
(T.L.E.) Agriculture: Essentials of Gardening
(T.L.E.) Agriculture: Essentials of Gardening(T.L.E.) Agriculture: Essentials of Gardening
(T.L.E.) Agriculture: Essentials of Gardening
MJDuyan
 
How To Update One2many Field From OnChange of Field in Odoo 17
How To Update One2many Field From OnChange of Field in Odoo 17How To Update One2many Field From OnChange of Field in Odoo 17
How To Update One2many Field From OnChange of Field in Odoo 17
Celine George
 
How to Create a New Article in Knowledge App in Odoo 17
How to Create a New Article in Knowledge App in Odoo 17How to Create a New Article in Knowledge App in Odoo 17
How to Create a New Article in Knowledge App in Odoo 17
Celine George
 
How to Manage Large Scrollbar in Odoo 17 POS
How to Manage Large Scrollbar in Odoo 17 POSHow to Manage Large Scrollbar in Odoo 17 POS
How to Manage Large Scrollbar in Odoo 17 POS
Celine George
 

Recently uploaded (20)

Individual Performance Commitment Review Form-Developmental Plan.docx
Individual Performance Commitment Review Form-Developmental Plan.docxIndividual Performance Commitment Review Form-Developmental Plan.docx
Individual Performance Commitment Review Form-Developmental Plan.docx
 
"DANH SÁCH THÍ SINH XÉT TUYỂN SỚM ĐỦ ĐIỀU KIỆN TRÚNG TUYỂN ĐẠI HỌC CHÍNH QUY ...
"DANH SÁCH THÍ SINH XÉT TUYỂN SỚM ĐỦ ĐIỀU KIỆN TRÚNG TUYỂN ĐẠI HỌC CHÍNH QUY ..."DANH SÁCH THÍ SINH XÉT TUYỂN SỚM ĐỦ ĐIỀU KIỆN TRÚNG TUYỂN ĐẠI HỌC CHÍNH QUY ...
"DANH SÁCH THÍ SINH XÉT TUYỂN SỚM ĐỦ ĐIỀU KIỆN TRÚNG TUYỂN ĐẠI HỌC CHÍNH QUY ...
 
AZ-900 Microsoft Azure Fundamentals Summary.pdf
AZ-900 Microsoft Azure Fundamentals Summary.pdfAZ-900 Microsoft Azure Fundamentals Summary.pdf
AZ-900 Microsoft Azure Fundamentals Summary.pdf
 
Odoo 17 Social Marketing - Lead Generation On Facebook
Odoo 17 Social Marketing - Lead Generation On FacebookOdoo 17 Social Marketing - Lead Generation On Facebook
Odoo 17 Social Marketing - Lead Generation On Facebook
 
formative Evaluation By Dr.Kshirsagar R.V
formative Evaluation By Dr.Kshirsagar R.Vformative Evaluation By Dr.Kshirsagar R.V
formative Evaluation By Dr.Kshirsagar R.V
 
C# Interview Questions PDF By ScholarHat.pdf
C# Interview Questions PDF By ScholarHat.pdfC# Interview Questions PDF By ScholarHat.pdf
C# Interview Questions PDF By ScholarHat.pdf
 
2024 KWL Back 2 School Summer Conference
2024 KWL Back 2 School Summer Conference2024 KWL Back 2 School Summer Conference
2024 KWL Back 2 School Summer Conference
 
Kesadaran_Berbangsa_dan_Bernegara_Nasion.pptx
Kesadaran_Berbangsa_dan_Bernegara_Nasion.pptxKesadaran_Berbangsa_dan_Bernegara_Nasion.pptx
Kesadaran_Berbangsa_dan_Bernegara_Nasion.pptx
 
Principles of Roods Approach!!!!!!!.pptx
Principles of Roods Approach!!!!!!!.pptxPrinciples of Roods Approach!!!!!!!.pptx
Principles of Roods Approach!!!!!!!.pptx
 
modul ajar kelas x bahasa inggris 2024-2025
modul ajar kelas x bahasa inggris 2024-2025modul ajar kelas x bahasa inggris 2024-2025
modul ajar kelas x bahasa inggris 2024-2025
 
CTD Punjab Police Past Papers MCQs PPSC PDF
CTD Punjab Police Past Papers MCQs PPSC PDFCTD Punjab Police Past Papers MCQs PPSC PDF
CTD Punjab Police Past Papers MCQs PPSC PDF
 
Read the 38 letters Rockefeller left to his son online for free
Read the 38 letters Rockefeller left to his son online for freeRead the 38 letters Rockefeller left to his son online for free
Read the 38 letters Rockefeller left to his son online for free
 
The basics of sentences session 10pptx.pptx
The basics of sentences session 10pptx.pptxThe basics of sentences session 10pptx.pptx
The basics of sentences session 10pptx.pptx
 
How to Create & Publish a Blog in Odoo 17 Website
How to Create & Publish a Blog in Odoo 17 WebsiteHow to Create & Publish a Blog in Odoo 17 Website
How to Create & Publish a Blog in Odoo 17 Website
 
What is Packaging of Products in Odoo 17
What is Packaging of Products in Odoo 17What is Packaging of Products in Odoo 17
What is Packaging of Products in Odoo 17
 
BÀI TẬP BỔ TRỢ 4 KỸ NĂNG TIẾNG ANH LỚP 12 - GLOBAL SUCCESS - FORM MỚI 2025 - ...
BÀI TẬP BỔ TRỢ 4 KỸ NĂNG TIẾNG ANH LỚP 12 - GLOBAL SUCCESS - FORM MỚI 2025 - ...BÀI TẬP BỔ TRỢ 4 KỸ NĂNG TIẾNG ANH LỚP 12 - GLOBAL SUCCESS - FORM MỚI 2025 - ...
BÀI TẬP BỔ TRỢ 4 KỸ NĂNG TIẾNG ANH LỚP 12 - GLOBAL SUCCESS - FORM MỚI 2025 - ...
 
(T.L.E.) Agriculture: Essentials of Gardening
(T.L.E.) Agriculture: Essentials of Gardening(T.L.E.) Agriculture: Essentials of Gardening
(T.L.E.) Agriculture: Essentials of Gardening
 
How To Update One2many Field From OnChange of Field in Odoo 17
How To Update One2many Field From OnChange of Field in Odoo 17How To Update One2many Field From OnChange of Field in Odoo 17
How To Update One2many Field From OnChange of Field in Odoo 17
 
How to Create a New Article in Knowledge App in Odoo 17
How to Create a New Article in Knowledge App in Odoo 17How to Create a New Article in Knowledge App in Odoo 17
How to Create a New Article in Knowledge App in Odoo 17
 
How to Manage Large Scrollbar in Odoo 17 POS
How to Manage Large Scrollbar in Odoo 17 POSHow to Manage Large Scrollbar in Odoo 17 POS
How to Manage Large Scrollbar in Odoo 17 POS
 

evaluation & appraisal of sales force

  • 1. Evaluation & appraisal of sales force.. Presented by :- Urvashi Baghel IITTM, Gwalior
  • 2. Contents :-  Sales force & its importance for a company.  Sales force performance.  Performance evaluation- purpose & reason.  Dimension of salesforce performance evaluation.  Sales force performance evaluation process  Determinants of sales force performance.  Criteria for the evaluation- qualitative & quantitative  Establishing standards  Monitoring & feedback system.  Conclusion.
  • 3. Sales force & its importance :- Sales force is the number of sales person employed by a company to :- - promote its product . - create customer. - represent the company in the market. - to generate profit for the company. -to deal with customer query & so an..
  • 4. Sales force performance :- -work done by sales force. -Impact of sales force onto the company ,on profit etc is the result of sales force performance.
  • 5. Performance evaluation :-  Evaluation is to measure the performance of sales persons.  A important process which enhances the way organization is managed & provides recommendation for further improvements.  It is a critical function.  It constitutes ‘comparing objectives with results.  Provide feedback.  Take steps to further improvement. Setting objective Actual work done Comparing actual work with objectives set feedback Steps to improve
  • 6. Purposes :-  It is vital for an organization to evaluate the performance of sales force consistently & frequently, so that it would be able to close deal quickly & move to the next one.  To monitor the performance & ensure that it is in alignment with corporate goals & objectives.  To keep track on progress.  To take decision regarding compensation, promotion & transfer.  To determine the specific training & counselling needs of individual sales people & the overall sales force.  To provide information for effective human resource plan.
  • 7.  To identify criteria that that can be used to recruit & select sales people in the future.  To advise sales people of work expextations.  To motivate sales people.  To help sales people in setting career goal.  To enhance communication between sales person & sales manager.  To improve sales person performance.
  • 8. Dimension of sales force performance evaluation :- behavioral results professional development profit dimensions
  • 9. Behavior: Consists of criteria related to activities performed by individual salespeople. • Sales calls, • customer complaints, • required reports submitted, • training meetings, • letters and calls Professional Development: • Assess improvements in certain characteristics of salespeople that are related to successful performance in the sales job • Characteristics include - Attitude, product knowledge, initiative and aggressiveness, communication skills, ethical behavior
  • 10. Results:  Salespeople measured objectively based on results such as – sales, market share, and accounts  A sales quota represents a reasonable sales objective for a territory, district, region, or zone  Some research shows that rewards for achieving results have a negative effect on performance and satisfaction Profitability:  Salespeople have an impact on gross profits through the specific products they sell and/or through the prices they negotiate for final sale.  Salespeople affect net profits by the expenses they incur in generating sales.  Criteria Examples : Net profit dollars Gross margin per sale Return on investment Number of orders secured Selling expenses versus budget
  • 12. Determinants of sales force performance:-  Changing dynamics of the market have increased the pressure on sales force.  Many studies were conducted to know the factor which will influence sales force performance.  They are : - internal factors - external factors
  • 13. Internal factors External factors  Motivation  Skill level  Job satisfaction  Role perception  Personal factors  Ego drive  empathy  Environmental factors  O9rganizational factors - communication & work flow - compensation system  Sales management ffunction - sales force planning - forecasting - territory management - compensation - control
  • 14. Criteria for sales force evaluation:- Qualitative methods are : -Personal observation by sales executives. -Merit rating -Customer opinion of salesmen. Quantitative methods are : -Analysis of sales record & reports. -Comparison of salesman’s performance with quota. -Ratio analysis. -Profit & loss statement.
  • 15. Establishing standards :-  Carrying out the sales force performance evaluation process by using the outcome-based behavior-based professional development measure.  By establishing different types of goals & objectives. for ex.- increasing sales by 5% each year ovr the next five year.  By developing the sales plan. e.g. increase market share by 4%, reducing defections by 12% , increasing the new customer base by 10% each year.- source: flying colours ltd.  By setting sales force performance standards  Allocate & efforts through sales quotas.
  • 16. Salesperson Monitoring & feedback system:- (360 degree feedback system)  Salesperson is evaluated by multiple raters.  It helps salespeople better understand their ability to add value to their organization and their customers Sales Manager Evaluation
  • 17. Conclusions :- 1. Most evaluate on an annual basis 2. Most combine input and output criteria which are evaluated using quantitative and qualitative measures 3. When used, performance standards or quotas are set in collaboration with salespeople 4. Many assign weights to different objectives and incorporate territory data. 5. Most use multiple sources of information 6. Most are conducted by the field sales manager who supervises the salesperson 7. Most provide a written copy of the review and personal discussion. 8. Helps salespeople better understand their ability to add value to their organization and their customers