What do you need to take into consideration when evaluating the performance of members of your sales team? In judging performance the question to ask is "What value-adding does each sales person contribute to our business?" There are four areas where they can add value. Human Value - Are they developing their own talent to do the job better? Information Value - Are they collecting and using valuable information effectively? Market Value - Are they growing potential business opportunities within their markets? Financial Value - Are they increasing revenue and profit contribution?

1. Example - Sales Performance Dashboard
www.businessbuildersnz.co.nz
Knowledge
& Skill
Activities &
Approaches
Work Planning
& Priorities
Sales Process
Management
Sales
Resources
Team Working
Customer
Results
Retention %
or Churn Rate
Conversion
Ratios
New Prospects
Existing
Customer
Development.
Company
Results
Sales Growth
Profitability
Product Mix
.
Direct Selling
Expenses.
Product
Knowledge
Sales Skills
Customer
Knowledge.
Market
Awareness