The Complete Guide to Accelerating Sales Force Performance

Approaches to Performance Management

Two contrasting philosophical approaches to managing performance are shown in Figure 14-7. Most companies choose an approach that falls between these two extremes.

Figure 14-7. Contrasting Approaches to Performance Management.

With the low-control approach, goals are set for a salesperson, and the company waits for results. The salesperson may or may not participate in the goal-setting process. The company provides information to help the salesperson improve his or her performance. The primary basis of performance evaluation and success measurement is results compared to goal. Empowerment is part of the culture. ...