This answer to this question may seem obvious. Yet, surprisingly, most small and medium sized firms do not have a formal performance evaluation or appraisal process in effect for their salespeople. More often than not, sales quota attainment is the sole tangible measurement of a salesperson’s performance. Although critically important, quotas offer only one dimension of evaluating the value of an individual to your company.

Appraisal Processes Tailored To Salespeople

A strong producer’s consistent record of sales and profit contributions won’t always illuminate such issues as:

• How well suited is the individual for future management positions?
• Does this individual contribute to a positive sales team environment?
• What are the individual’s areas of strengths and weaknesses?
• What compensation increases should you consider?

Even within companies that believe in formal personnel appraisal and performance systems, management frequently evaluates salespeople by the same criteria they use for administrative, operations or support personnel. We don’t think that this makes sense.

What Will Commonwealth Do For You?

We will design an effective and concise set of standards by which your firm can conduct a professional personnel assessment and appraisal program. This process will complement your sales team’s achievements as measured by their quotas and goals. We will help you evaluate their results in such areas as team leadership, activity goals, sales planning and administration, prospecting, customer relations.