Worksheet - Evaluating Management Performance
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FAQ
Good time management habits maximize the manager's and the team's ability to reach goals. Great sales managers set clear priorities and goals, eliminating demands that don't help drive revenue and enabling their teams to make the most of their time by focusing on activities that are aligned with important goals.
One method of measuring salespeople's performance is to analyse a salesperson's conversion rates. This is the number of visits, contacts or phone calls it takes to arrive at one sale to a customer.
Activity Metrics. It's helpful to look at proactivity: the number of reach outs, phone calls or emails by the sales manager's team. Pipeline Metrics. Results Metrics. Sales Promotions. Sales Turnover. Time to Productivity.
Get the stats. You can't simply measure sales wins. Provide regular reports. Don't provide sales data one month, and then let it slide for several months. Make sure they understand the stats. Use the stats to develop training. Set goals. Fine tune your compensation program. Provide ongoing feedback.
Managers should be evaluated on their effectiveness of leading others, through a 360° feedback process, and their ability to complete departmental goals.
Lead Flow. This is the number of new leads that are coming into the sales department each month. Number of Qualified Opportunities Created. Conversion Rate. Booked Revenue.
1) Passion. This is also one of the top qualities of a master closer and the only one that can't be taught. 2) Integrity. 3) Positive attitude. 4) Coaching. 5) Leadership by example. 6) Loyalty. 7) Availability. 8) Motivation.
Sales funnel analysis report. The sales funnel analysis report lets you see the number of leads or deals and conversion rate between each stage of the sales pipeline. Incoming deals volume report. Forecasting sales report. Sales goals report. Won deals report.
Keep it confidential: No team members will give their feedback if it's not in confidence. Get clarity: When gathering feedback, make sure you get clear answers, you need to dig deep. Act on the feedback: Once you have received the feedback, make sure you act on it.