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Greg Winston

How to Evaluate Your Sales Reps

 

Are you paying 100% of their salaries and getting 20% of their efforts? Well that's just not fair. And here's what you should do: Evaluate every sales person on your team.

For those who underperform, get them to write an action plan detailing how they will turn things around. Give them 90 days to fix the problem -- with your help -- but at the end of 90 days, changes have to be made. Many companies allow underachievers to stay too long, which sends the wrong message to the rest of the team. It clearly states, It's okay to fail here. You won't lose your job.

Here are some areas to evaluate:

'¢ Which sales reps are meeting their projections?
'¢ What level of esteem is exhibited by the sales reps?
'¢ How do they work with the rest of the sales team?
'¢ How do they work with other departments?
'¢ Do they prepare for their sales calls?
'¢ How do top-level clients regard the reps?
'¢ How do the sales reps regard the rest of your company?
'¢ And the big question: Do they repeat their mistakes?