Answer to Question #93679 in Economics for Solomon

Question

Describe sales force performance evaluations. In what ways could sales force performance evaluations be achieved quantitatively through specific output measures and qualitatively

Answer 1

Sales force performance evaluation is a process that focus on understanding the sales people within a company with focus on alignment, strategies and their performance with the objective of determining the appropriate steps to take to improve revenue through improved performances. Sales force performance evaluation helps in understanding why sales are down or up hence the initial evaluation starts from an analysis of the performances of people. 

Sales force performance evaluations can be achieved quantitatively through an analysis of revenues, products sold in terms of units and milestones that an organization has achieved. Furthermore, accounts that relate to customers or clients that have been retained, expanded or created can quantitatively indicate the performance of the sales force. On the other hand, sales force performance evaluation can be undertaken qualitatively through an analysis of the result-oriented indicators rather than a focus on sales. This is critical since it can help in identifying the direct impact of sales force on company results.