Appraisal: SL Sales Team Member
Salespersons and sales professionals have the same duties. However, based on goals set, their emphasis will be different. Regular appraisals are a communication tool that helps clarify for employees and their managers what job duties are required, what excellent performance means, how to achieve excellent performance, and at what level the employee is currently performing. Evaluations help employees determine where they need to strive or try harder. Ultimately, appraisals help the whole organization to perform better; they ensure company success and that we all continue to enjoy working at American Stone for years to come.
Sales Developer Goals
These goals are more emphasized for the “salesperson.”
Outbound Leads *
Inbound Leads *
Opportunity Conversion. When a lead is qualified and the new potential customer is assigned to a sales professional. *
These objectives are more emphasized for the “sales professional.”
Sales Goal Accuracy. Establish accurate but achievable sales goals for himself/herself that reflect growth over the prior year. *
Individual Sales Goals. If only contributor to closing, this equals the team goal; otherwise, it’s a portion of this goal. *
Team Sales Goals
Same as the Individual sales goal if there’s only one account executive (closer).
Team Sales Goals *
Attend and participate in the weekly sales meeting by sharing personal successes/failures, questions or concerns, comments on agenda topics, etc. These measures are for the 3 months prior to this evaluation.
Sales Meeting *
Employee understands and follows the steps of the “Action Selling” model.
Action Selling *
Sales Meeting Attendance
Sales Meeting Participation
Maintains a friendly and casual tone with customers while staying focused. If there are many customers who need assistance, the employee is capable of keeping a friendly and non-stress attitude while helping as many customers as possible. Is able to deal with upset customers. Courteous towards customers and co-workers. Positive about the company; seeks to promote the company, support co-workers (never “passing the buck”). The following refers to number of occurrences during the evaluation period. Speaking negatively of an employee to a customer is never permitted; this is to be distinguished from speaking critically, but constructively, out of customer view with fellow employees about behaviors that need adjustment or improvement.
Communication Skills Under Pressure *
Able to Weigh the Balance between Chatty and Business-Focused Conversation
Professional and Positive Attitude
Maintains a friendly and casual tone with customers while staying focused. If there are many customers who need assistance, the employee is capable of keeping a friendly and non-stress attitude while helping as many customers as possible. Is able to deal with upset customers.
Timely in Response to Messages. Employee is timely in responding to e-mail and phone messages from customers. *
Customer Maintenance. Employee maintains contacts with assigned customers, contacting customers at a frequency of every: *
Attention to Detail in Customer Sales and Invoicing
Careful in sales calculations: ensuring that correct product codes are keyed, that customer data —for example: vehicle description, make, model license number, and number of passengers — are recorded in the scale book and carefully consulted when weighing out customers. Steps ensure gross (weight upon checkout) minus tare (weight before loading) accurately reflect the weight of product the customer is leaving with.
Attention to Detail in Customer Sales and Invoicing *
Sales team members are required to at least have the training necessary to drive forklifts, and when required to do so, should follow all OSHA safety standards. The period of evaluation for the following occurrences spans from the last evaluation to the current one, or for the last 30 days, whichever is less.