Reviewing Your Road Warriors
You have a library of employee-evaluation material for your in-house staff. But how do you review the performance of your telecommuting salespeople? Carolyn B. Thompson, president of Training Systems, a $280,000 provider of customized training and human-resources consulting in Frankfort, Ill., suggests these steps for designing your own evaluation system for telecommuters and field sales staff:
- Draw up a list of reasonable expectations, benchmarks, and a tentative schedule of "check-in" times that you and the employee agree on.
- With the help of those benchmarks--such as monthly sales reports--figure out whether the person has met expectations by comparing this year's stats with last year's.
- Given this year's information, you and the employee should establish measurable goals for the coming year.
- Finally, ask the employee to write an action plan for achieving those goals. The review system should be "ongoing and participatory," says Thompson.
Copyright 1998 G+J USA Publishing