Appraisal: Star Stone Vice President

Has established an organized sales and marketing program for Star Stone Sales.

Forecast sales monthly by product and by category on a 12-month rolling calendar basis so as to schedule monthly production.

Establish goals for new distribution arrangements and negotiate these new deals.

Set, and adequately update, pricing and promotions to drive maximum profitability.

Run-rate on track for Idaho quarry to produce 25,000 tons in 2017.

Has an updated 12-month rolling forecast and realistic yet striving goals for each salesperson.

Create a comprehensive competitive marketing strategy, addressing each market segment, including big box stores and nurseries.


Tracks delay-to-open and delay-to-close numbers.

Run-rate on track to personally sell at least $1,000,000 yearly.

Has set monthly delay-to-open goals for the sales department and met goals.

Has set monthly delay-to-close goals for the sales department and met those goals.

Uses OpenERP for lead and customer tracking. Keeps all data related to leads up-to-date.

Assigns salespeople qualified leads or “opportunities” in a timely manner.

Salespeople are aware of the idea of persistency, understand their goals, and meet them.


Attends the weekly company-wide sales meeting and conducts this meeting every 1 in 6 times.

Leads at least a weekly sales staff meeting.

Documents and ensures staff is participating in meetings.

Volunteers for action items.

Participates in the BIT and WIG meetings.


Quarterly inventories have been entered and submitted within the current evaluation period.

Has established an annual budget and expenses comply with the budget.

Maintain organized employee files and paperwork, per regulatory requirements, ready for any monthly audits.

Approve purchase orders in OpenERP with scanned receipts attached.

Submits supplier invoices correctly, with attached documentation, in a timely manner.

Registers transfer of goods paperwork in OE in a timely manner (within 24 hours).

Timesheets and payroll production sheets are submitted to accounting on time.

Has one “Project” for personal tasks and one for store that effectively keeps sales team up-to-date on tasks.

Uses Google Document and/or Knowledge articles for instructions, procedures, and processes co-workers collaborate on.

Uses Google or OE Calendar to manage appointments.

Effectively distributes time between duties of training, managing and supervising, personal selling and maximizing output.


Determine metrics to track profits day-to-day, based on MSHA compliance, output and sales, injuries, equipment costs, etc.

Ensures high quality production through a quality control program with inspection reporting.

Establish appropriate pricing balanced to encourage turn and maximizing profit meeting 0.125 turns per quarter.

Meets or exceeds the 20%+ gross margin goal.

Tracks current outstanding AR, sets monthly goals below 30 days, and has improved on this goal month over month.


Employees do not complain or quit because of staffing levels.

Monitor and make shifts in quarry staffing to meet sales demand and labor budget. Coordinate with HR on number of H2B needed.

Employee hours kept within approved seasonal ranges: 30 to 40 during winter and 35 to 45 during summer.

Payroll expense is at around 10% of gross sales.


Personal business credit card contains only expenses from companies we have no credit account with.

Reviews subordinates’ expense requests, ensuring credit card used only with companies we have no account with.

Has created supplier invoices for personal expenses of all expenses with attached invoice/receipt within 7 days.

Has ensured subordinates create supplier invoices for expenses with attached invoice/receipt within 7 days.

Keeps personal expenses within approved budgets.

Reviews subordinates' expenses; ensures they do not exceed budgets.


Maintain inspection systems and checklists. Track asset hours. Log service, inspections, repairs in OE.

Repairs equipment in a timely manner; frequent maintenance issues are anticipated.

Vehicle paperwork and registrations are up-to-date and present in each vehicle at any given time during evaluation period.

Fleet records are consistently up-to-date for each machine in OpenERP including all required data.

Equipment is washed semi-annually.

Maintenance records are kept up-to-date in OpenERP for each machine.


Personally follows the communications policy with regard to conversations with his/her supervisor.

Personally follows policy regarding subordinate communications.

All subordinates are aware of communications policy regarding supervisor communications and GM consistently enforces it.

Personally follows the communications policy with regard to cell phone use.

All subordinates are aware of communications policy regarding cell phone use and GM consistently enforces it.

All subordinates are aware of communications policy regarding internet use and GM consistently enforces it.

Completes higher-level tasks that generate more money for the company him/herself, while delegating those requiring less skill.


Manage delivery dispatch from quarries to customers and stores.

Create a schedule to plan and prioritize work to be done by the company’s stone quarries.

Stock-outs eliminated to decrease average order fulfillment time.

Average order lead-time is tracked and optimized.


Minimizes unemployment costs by ensuring no employees have qualified for unemployment during the quarter.


Observation and customer feedback show GM trains on, and associates demonstrate, a solution-oriented customer service model.

Staff found to be using "Action Selling" or other effective sales techniques.

Based on observations and customer feedback, staff acknowledge and help every customer.

Staff, in event of customer property damage, always ask (not offer) what can be done to make the customer happy.

Customer feedback is encouraged.

All staff after training period demonstrate excellent product and store knowledge in their interactions with customers.

Staff presents excellent communication skills under pressure.


Has an average attendance of 45 hours per week, scheduled at relevant, strategic times.

Anonymous feedback from subordinates says managers attendance supports and motivates them and that the manager gives 110%.


Bases decisions on who to hire on the largest candidate pool possible in shortest timeframe possible.

Use OpenERP’s interview survey tools to aid you in keeping track of interview information.

Uses skills-based pre-test information to aid in evaluating your candidates’ strengths/weaknesses before interview if available.

Doesn't start employees until they have successfully passed a pre-employment drug test.


Has established (or subordinates have established) up-to-date safe practices in writing that all employee know about.

All miners up-to-date on safety training, minimum 2 are certified in CPR. Safety manual up to date.

Based on regulatory compliance and extraction efficiency, quarry profit goals have been established and met.

Interface with government regulatory agencies in compliance issues, to resolve tickets, fines, etc.

Has established goals on compliance fines, and efforts have lead to a decrease, matching the goal.

Employees have proven their understanding of safety regulations.

Employees have proven their understanding of standard operating procedures.

Has established), or subordinates have established up-to-date standard operating procedures in writing employees know about.

DOT and driver paperwork is accurate and up-to-date. Achieves at minimum national average for DOT Violations/Inspection.

Employees are encouraged to report all accidents, even small ones, and these are adequately recorded.

Accidents at 0; or if not, employees are aware of rate and goals to try and lower number.

Enforces employee attire rules for the purposes of customer experience and employee safety.

Understands DOGM, the Forest Service, MSHA, and BLM policies, submitting all required documents on time.


Discounting punctuality, employees and customers report GM models motivating behaviors employee should emulate.

Has encouraged workplace health with at least one creative initiative this quarter.


Welcome input, comments and complaints from employees, even about your own performance. Be accessible.

Non-sales employees should understand their job objectives clearly, know their goals and progress.

Completes subordinates’ appraisals and updates contracts on schedule.


The following is input and comments from the owners.