From Selling to Managing

4

The AppraisalProcess

Efficient appraisal by the field sales manager consists of the following:

1.Regular evaluation of the progress made by each of your sales reps toward agreed-upon objectives

2.Regular evaluation of your own progress toward such objectives

3.Recognition of what must be done, an understanding of how to do it, and the allocation of time for that purpose

Review! Review! Review!“How Are We Doing?”

To place appraisal in proper perspective, so that you fully recognize its importance in the management job, it should be recalled that appraisal is the third step in the cycle of management. After you have been coaching your sales reps, supervising their work, instructing them, and showing them how to do the job better, you pause and ...