Sales is a challenging job. As a Sales Leader, it can become even more challenging since the job definition changes from a “doer” to a coach. And coaching requires careful attention to the team’s growth areas and disciplines.
A well-conducted feedback session often takes the form of a sales review- that sets performance expectations, reviews progress, creates a culture of growth mindset, the opportunity for employee advancement, development, and learning.
If you’re going to conduct your first sales performance review, there are a few things you can do to make them more effective including the use of proper assessment tools.
This article will define what an effective sales performance review is, and provide an overview of the tools you can use to conduct one effectively.
What Is A Sales Performance Review?
A sales performance review is a regular evaluation in which sales managers and individual sales representatives meet to discuss productivity, performance, goals, and career development.
Most businesses conduct sales performance reviews frequently, often once a quarter, culminating in an annual review. Employers frequently provide opportunities for promotion, pay raises, and professional development during a sales performance review.
8 Amazing Tips For Conducting Sales Performance Reviews
Here are some fantastic tips for conducting a sales performance review that will help your team succeed.
Create a Layout For The Review
Before conducting your sales reviews, make a plan for what you want to address and accomplish during each review and how you will rate the team and individual performance.
The ability to meet quantitative goals, work quality, and improvement strategies are just a few of the key areas to emphasize in your outline. Creating an outline for each person you meet with can help you stay on track and make your reviews more effective.
Make Use Of The Right Resources
Make sure you have the correct performance data for your teams, such as sales numbers, customer reviews, and any additional metrics your company uses to measure sales success. Prepare this data for your team members so that you can understand which areas of team and individual performance require improvement.
Focus On Key Metrics Of Sales Performance
It is crucial to concentrate on key metrics that allow you to determine whether your team is meeting the company’s sales targets. Total sales numbers, revenue, and completion of objectives are just a few metrics that can help you evaluate your team’s performance.
Recognizing the quantitative factors that influence your team’s productivity and individual performance can help your team develop improvement plans, set achievable goals, and develop their skills.
Discuss Sales Outcomes
Make sure to discuss the outcomes of each team member’s contributions as you conduct your sales reviews. Address individual performance and sales results so that employees understand their role. Individual sales results can then be used to address various aspects of personal productivity and performance.
Target and Address Areas Of Concern
While addressing the issues of concern, such as low sales figures, make sure to include opportunities for you and your team to collaborate on ways to improve. While it is essential to address aspects of an individual’s performance that concern you, it is also critical to remain compassionate and to understand so that you can assist your team in finding solutions to problems and overcoming challenges.
Focus On Success
Recognize your team’s success and accomplishments, both as a team and as an individual. Notify your team that management appreciates their efforts. Reiterating how each individual contributes to the organization’s success can help motivate your team to achieve new goals.
Provide Solutions For Performance Improvement
Assist your team in developing strategies to improve various aspects of their performance that may be impeding achievement. For example, offer mentoring programs, schedule training sessions, and implement other methods to support your team’s growth. You can help boost your team member’s confidence by providing solutions in addition to addressing concerns.
Provide Opportunities For Self-assessment
Allow your team members to evaluate themselves and provide feedback on how they feel about their work and contributions. Several elements that can be included in a self-assessment tool include overall performance, goal attainment, and what individuals believe they need to improve. Allowing your team to evaluate and reflect on their work can help boost engagement and make their jobs feel more meaningful.
Typical Areas of Review Covered in a Sales Review
Here are some areas that are typically reviewed during a Sales Review
Let’s take a deeper look at each of these areas. A good sales manager will carefully delineate what is quantifiable, what isn’t as they go through these key points
Sales Performance Review Templates
SlideUpLift has developed several sales review and training templates to assist managers in measuring and mentoring their sales representatives to consistently improve performance each quarter.
Source: One Page Fact Sheet Template by SlideUpLift
Source: Sales Employee Performance Appraisal Template by SlideUpLift
Source: Sales Feedback Template by SlideUpLift
Source: OKR Planning Deck by SlideUpLift
Wrapping it up
Sales performance reviews are a personal process that should be treated as such. Use this guide and templates to personalize your sales performance review process and ensure your sales representatives have everything they need to succeed (and help your business grow, too).
One of the best ways to ensure that you’re giving honest, actionable advice to everyone on your team is to operationalize the process, use a template, and understand their next steps.