The document discusses performance evaluation in sales management, emphasizing the measurement of salespeople's performance and the comparison of objectives with results. It outlines various evaluation methods, the need for detailed data analysis, and the importance of performance reviews to set future objectives. Additionally, it highlights the analysis of sales volumes and marketing costs to enhance sales performance and strategy.

1. PERFORMANCE EVALUATION
Present by
NAZIM AHMAD 60
NILESH SABALE 72
AJINKYA DESAI 19

2. Introduction to performance evaluation
• Evaluation is to measure the performance of salespeople.
• A important process which enhances the way organization is managed & provide
recommendation for further improvements.
• It is a critical function.
• It constitutes comparing objectives with results.
• Provide feedback.
• Take steps to further improvement.

3. Dimensions of salesperson evaluation process

4. Performance evaluation methods
 Ranking Methods
 Management by objectives (MBO)
 Graphic Rating and Checklist methods

5. Strategic Relationship between planning and Evaluation

6. Sales Management Audit

7. Components of performance evaluation
 Sales Volume Analysis
 Related Marketing Expenses/Cost Analysis
 Performance of individual salespeople

8. Performance Evaluation and Misdirected Marketing Efforts
 The 80-20 principle
 Sales executive must make decision on
- What should have been spent on marketing
- Standards for determining
A> What should have been spent on marketing
B> What result should have been obtained from these expenditures

9. The Need for Detailed Data
 Sales Administrator who is analysing sales volume need subdivision of
- Sales Territories
- Salespeople
- Products
- Customers
- Size of Order

10. Bases for Analysing Sales Volume
 Total sales volume.
 Sales by territories.
 Sales by product.
 Sales by Customer Classifications
 Insufficiency of Sales Volume Analysis
Salesforce Automation and Performance Evaluation

11. Models of Salespersons performance evaluation
Qualitative methods are:
 Personal observation by sales executive.
 Customer opinion of salesman.
Quantitative methods are:
 Analysis of sales record & reports.
 Comparison of salesman’s performance with quota.
 Ratio analysis.
 Profit & loss statements.

12. Review Performance Evaluation with salespeople
 Performance review/ appraisal session is conducted, after evaluation of the salesperson’s performance.
 Sales managers should first review high/ good rating, and then review others ratings.
 Both should decide objectives/ goals and action plan for future period
 After the review, sales managers should write about performance evaluation & objectives for the future.
 Guidelines for reviewing performance of salespersons:
 sales managers presents his views
 Establish mutual agreement on the performance

13. Sales Analysis
 Sales analysis is the study of sales volume operations to find the sales and profits
trend. It help in achieving better sales performance. It also provides insights on the
sales territories type of customers and products.

14. Marketing cost Analysis
 Marketing cost analysis is a strategy applied in marketing where the cost connected
with selling, storing, advertising and distributing of products to particular buyers,
are analysed in order to determine their profitability. Distribution.