Conducting Effective Sales Representative Evaluations

Evaluating sales representatives is one of the sales manager's toughest and most disliked aspects of the job. However, evaluations are an essential step toward helping your sales team reach its goals. By discussing what the sales manager and sales representative expect from each other, how well those expectations are being met, and what steps should be taken to make important improvements, you are laying the foundation for success that will improve the bottom line for everyone.

Because sales rep evaluations have a reputation for being awkward and uncomfortable, we have created this two-hour Conducting Effective Sales Representative Evaluations workshop. Our professional sales management instructors will walk you through a detailed, hands-on, highly interactive training process to help you turn sales rep evaluation sessions from a nuisance into an opportunity for genuine progress. Using activities, exercises and personal coaching, you will hone your sales rep evaluation skills and build confidence in an evaluation strategy that you can implement immediately back on the job.

On-Site Training: Can be tailored to the needs of the client organization and delivered on-site at a time and location of the client's choice.

Objectives

Participants will learn to:

• Define and clearly communicate goals for sales team members
• Use the six-step LISTEN model to practice active listening skills during sales rep evaluation sessions
• Effectively use both praise and constructive criticism to provide sales team members with appropriate support during evaluation sessions
• Design and apply a balanced performance improvement plan to strengthen sales rep performance
• Respond decisively to address chronic poor performance or policy violations