Evaluation plans can be behavior-based or outcomes-based or, more commonly, a combination of the two. In a behavior-based system, managers are concerned with keeping track of behavior in each stage of the sales operation. This requires periodic analysis of data such as number of sales calls made, number of proposals submitted and number of sales closed. In an outcomes-based system, sales results are the focus. As your author concludes, a pure outcomes-based system doesn’t take into account conditions that salespeople face in the field. To better understand, make sure you review the paragraphs around the Bear Computer Company information in TABLE 13-8 on page 333.
Your discussion assignment is Team Exercise “Measuring More Than Sales Quotas” on page 333. The new VP of Sales for your company has decided the current sales evaluation plan is flawed. She thinks that judging salespeople on quotas alone isn’t always the best solution. She wants to add a behavior-based component to the evaluation process. What changes would you recommend? Why?
Before your eyes roll back in your head, consider grouping your responses into three groups: (1) the business, (2) customer satisfaction, and (3) people value-added. To further clarify, read this:
1. The business – where sales professionals are measured on their knowledge of their product line and their competition’s product line.
2. Customer satisfaction – where sales professionals are judged on their ability to demonstrate knowledge of a customer’s business and their ability to develop plans to assist the customer.
3. People value-added – where salespeople are judged on how well they develop their own personal strength. marketing discussion board
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Evaluation plans can be behavior-based or outcomes-based or, more commonly, a combination of the two. In a behavior-based system, managers are concerned with keeping track of behavior in each stage of the sales operation. This requires periodic analysis of data such as number of sales calls made, number of proposals submitted and number of sales closed. In an outcomes-based system, sales results are the focus. As your author concludes, a pure outcomes-based system doesn’t take into account conditions that salespeople face in the field. To better understand, make sure you review the paragraphs around the Bear Computer Company information in TABLE 13-8 on page 333.
Your discussion assignment is Team Exercise “Measuring More Than Sales Quotas” on page 333. The new VP of Sales for your company has decided the current sales evaluation plan is flawed. She thinks that judging salespeople on quotas alone isn’t always the best solution. She wants to add a behavior-based component to the evaluation process. What changes would you recommend? Why?
Before your eyes roll back in your head, consider grouping your responses into three groups: (1) the business, (2) customer satisfaction, and (3) people value-added. To further clarify, read this:
1. The business – where sales professionals are measured on their knowledge of their product line and their competition’s product line.
2. Customer satisfaction – where sales professionals are judged on their ability to demonstrate knowledge of a customer’s business and their ability to develop plans to assist the customer.
3. People value-added – where salespeople are judged on how well they develop their own personal strength.
