| type="text/javascript"> ch_client = "articlealley"; | | | | cover every area in which the sales team have |
| ch_type = "mpu"; ch_width = 590; ch_height = | | | | to prove their ability. Areas to include are product |
| 250; ch_non_contextual = 4; ch_noborders = 1; | | | | knowledge, self and work organisation, selling |
| ch_vertical ="premium"; ch_sid = "590x250 Article | | | | techniques and development of personal traits. |
| Mixed Top"; ch_alternate_ad_url = " var | | | | Finally, a good assessment system should only |
| ch_queries = new Array( ); var | | | | assess those factors that can be either measured |
| ength)); if ( ch_selected < ch_queries.length ) { | | | | and counted or observed and described and, |
| ch_query = ch_queries[ch_selected]; } Without | | | | which ever system you use, it should also be |
| regular individual assessment, changes in | | | | completely undertood by those you are assessing |
| performance that are early indicators of a need | | | | - the sales people. |
| to provide corrective sales training will be missed. | | | | Assessment systems that fulfill the above criteria |
| It is, therefore, inconceivable that any sales | | | | should also evaluate each individual criteria |
| manager would attempt to manage their sales | | | | according to its importance to the company's |
| department without such assessment as to do so | | | | success i.e important factors have a greater |
| would lead to declining results. | | | | influence and less important factors are accorded |
| In practice, there are various different methods | | | | less influence in the overall assessment process. |
| that can be used, each with different advantages | | | | E. Gnuschke, a sales expert, has developed an |
| and disadvantages. Some assessment sytems are | | | | approach to testing which meets these |
| based on turnover in pounds or market share but | | | | requirements. Details of his approach to sales |
| such systems are prone to being influenced by | | | | force evaluation to objectively determine sales |
| factors outside the control of the sales person, so | | | | training needs are described below. |
| do not accurately assess the sales person's ability. | | | | The first stage in the process is setting |
| This can then jeopardise the assessment as a | | | | appropriate test or assessment criteria. These |
| whole. | | | | factors should be tailored to your own company |
| Effective assessment systems are neutral. For | | | | such that they are fully appropriate. As a good |
| effectiveness the assessment must be carried | | | | starting point to developing your own check list I |
| out regularly, so any assessment is not based on | | | | have provided some examples. |
| a single point in time, also it must comprehensively | | | | |