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The Sales Book by Graham Yemm

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Reviewing sales performance

Objectives

  • To understand the importance of carrying out regular reviews with your sales people
  • To know how to make the reviews constructive and developmental
  • To recognise the importance of giving clear feedback
  • To use the reviews to set the way forward for even better performance

Understanding

Many organisations have some form of appraisal or performance development review system in place. In principle this seems like a good thing; in practice they are often of limited value. A major reason is that they are usually an annual event. This leads to various issues such as: a lack of preparation by both sides; no follow through with plans or promises; reviewing of goals which are irrelevant due to changes in markets ...

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