How to Sell

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Tips for Managers on Giving Sales Performance Reviews

Tips for Managers on Giving Sales wertzuwachs ReviewsTips for Managers on Giving Sales Performance ReviewsMany ausverkauf managers (and salespeople) dread the annual performance review. And the performance review can indeed be both unpleasant and useless. But when properly conducted, a review can also be a highly useful tool for building goals and planning your coaching time for the year to come. The best performance reviews dont contain any surprises. For example, if a salesperson falters, his sales manager should let him know right away and help him overcome the difficulty. They should not wait until the annual review and then spring a complaint on him. Similarly, a salesperson who performs exceptionally should receive appropriate praise from her sales manager as each success occurs. Performance Successes and Failures The performance review is a great time to go over those successes and failures from the past year. Looking at those moments all at once can help to uncover patter ns of behavior that are influencing those events. If a salesperson consistently performs best during months when he does morecold calling, Its a pretty clear indicator that bumping his cold calling the rest of the year will bring him even greater success. So throughout the year, sales managers should note each salespersons performance and keep these records on hand for the final review. Quantifiable Performance Performance reviews look at both quantifiable and non-quantifiable items. Quantifiable items are things that can be counted and given a firm number. For example, the number of sales a salesperson closes is quantifiable. So are the number of appointments he makes, his wallet share for his existing customers, and his pipeline ratios. Non-quantifiable items cant be given a specific value but are nevertheless important. Such items include the salespersons attitude and behavior towards the rest of the sales kollektiv how well he treats their customersthe appearance and impress ion they projecthow they handle criticism. If you insist that your salespeople keep good records, quantifiable items are easy to track. Non-quantifiable items are a little trickier, but if you meet with your salespeople for coaching on a regular basis and keep an eye on them in between, youll probably have a good idea of how theyre behaving. Rating Performance Many performance reviews ask the manager to rate employees on a scale of one to five or one to ten. For salespeople, many sales managers prefer to use four categories instead. The exceptional salespeople are the ones who consistently outperform the rest of the team, who regularly exceed their quotas and who, even in difficult times, still do relatively well. Such salespeople deserve lavish praise, but should also be encouraged to keep exceeding their past performances. Good salespeople are the ones who meet or exceed their quotas every time, except for rare occasions. They are the backbone of most sales teams, solid perfor mers without being superstars. These salespeople should receive praise as well, and sales managers should work with them to help them hone their skills so that they can reach the next level of performance. Marginal salespeople can produce sales every month, but often struggle to meet their quotas. Some marginal salespeople can become good salespeople with plenty of coaching from sales management others wont make the grade no matter how hard they try. Its up to the manager to decide how much work its worth it to put in on these salespeople. Poor salespeople struggle to make any sales at all. Many are masters at making excuses for their performance, but usually, their problems stem from the fact that they dont like selling, dont want to be salespeople, and do as little actual selling as they can. The best move is usually to get rid of such salespeople because neither they nor the manager will be happy as long as these folks are in a sales position.

Infographic 5 Things to Avoid in a Job Interview

Infographic 5 Things to Avoid in a Job InterviewInfographic 5 Things to Avoid in a Job Interview5Stevens Henager College recently published Infographic Top 10 Job Interview Mistakes. Weve expanded on the top five things to avoid in a job bewerbungsgesprch so you can let your past accomplishments- and not your nerves- shine.You can also view the full infographic below with all 10 mistakes to avoid5 Things to Avoid in a Job InterviewBadmouthing your babo.Lets say that you had a boss from hell. (Havent we all?) The last thing you want to do is dish about your bad boss during a job interview. For starters, its bad form, and also, you never know if your previous boss and your potential boss know each other. As hard as it might be, try to find something positive to say about your former boss, but only if you are asked. Otherwise, it could sound forced and fake, and without meaning to, youll convey to your potential boss that you really didnt like your former manager.bedrngnis dressing for the interview.Youre applying for a telecommuting job, where you imagine youll spend your days working in your PJs- and if youre feeling really fancy, some yoga pants. That doesnt mean you should wear said yoga pants during your job interview, though. Whether youre interviewing in person or via a Skype interview, its important to dress up. At the very least, men should wear a suit or dress pants and a shirt and tie, and women should wear either a conservative dress or blouse and skirt or dress pants. Dressing down could communicate that youre not really that interested in the position.Lying. Maybe you took some time off to raise your kids. Or you had to take care of a medical issue or care for an aging loved one. Whatever the reason, you left the workforce for a while- and your resume took a big hit as a result. In an effort to cover up your resume gaps, you lied a little (or a lot) to make it seem like you had worked continuously. Thing is, its super easy for a hiring manager to res earch your previous employment history and find out if youre telling the truth- or not. So instead of telling tall tales, redesign your resume to focus on your skills instead. Just dont lie during an interview- its a surefire way to never, ever get a job offer.Talking too much- or too little. Youre trying to bond with your boss-to-be, and in an effort to fill any awkward silences, you find yourself talking a mile a minute. Or, you might find that youre suddenly mute. Talking too much (or too little) during a job interview can give a potential boss some insight into your personality. So try to be friendly, but not overly so, and answer questions in a positive way without being too long-winded or too curt.Not following up. Many job seekers make the mistake of finishing the job interview by saying thanks, shaking hands, walking out the door- and never speaking to the person again. One of the signs of a successful job seeker is that he follows up after a job interview. You can reach out , usually a week or so after the job interview, to once again thank the hiring manager for their time, reiterate how much you want the job, and to encourage them to let you know if they have any additional questions. This shows that youre interested- and if you happened to flub a question during the job interview, a chance to correct your errorThese are just some of the gaffes you should avoid in a job interview. But its definitely easy to let your nerves get the best of you and make a mistake. Try a practice run to shake off any job interview jitters, and youll be sure to rock it- and get a job offerReaders, have you committed any of these job interview errors? What happened as a result? Let us know in the comments