Performance Appraisal Of Sales Organization..

Performance  Appraisal  Of Sales  Organization.

 PERFORMANCE APPRAISAL - DEFINITION.

Performance Appraisal as a continuous process of giving feedback to the subordinates about how well they are doing their work for the organizations - Stoner and Wankel(1986)

PERFORMANCE APPRAISAL [PA].

Performance appraisal is a integral part of the sales force management and  It’s gives clear indication of sales force performance.  Performance appraisal is a periodic evaluation process, that consists Setting predetermined standards – Planning Stage/Setting goals , Comparing actual performance against the set standards – Post-Performance evaluation  ,Performance appraisal gives the results efficiencies and Identifies the gap’s  Explore the efficient areas and suggest the suitable actions. Path to revamp sales force and reach to the desired performance stranded.

PERFORMANCE APPRAISAL [PA].

Evaluation is Base On,

Measure the Productivity – Effectiveness and Efficiency of sales force and Control Sales force when deviating from plan  - Corrective action to revert to original plan.

PERFORMANCE APPRAISAL - BENEFIT.

For promotion, selection, training, transfer and HR program. ,To assess the need of  T&D ,To improve the communication, understanding the goals ,To identify individual strengths & weaknesses ,Identification of poor performers ,To remove work alienation ,To help develop inter-personal relationships.

Figure 1

Source : https://www.google.com/search?q=steps+in+performance+appraisal

PERFORMANCE APPRAISAL – IN DETAILS.

Compare Actual results against set Standard.

 Compare actual outcome with the set standard ( Monthly Target Vs Actual )

Two Factor will come out – Remedial measures if actual is lower than the expectation or Further improvement for future benefits to the firm. Take Corrective Action

Performance Appraisal Methods.

TRADITIONAL METHODS

Ranking Method ,Paired Comparison Method ,Graphic Rating Scale ,Checklist Method , Critical Incidents Method  ,Forced Distribution Method  ,Field Review Method.

MODERN METHODS Management by Objective (MBO) , Behaviourally Anchored Rating Scale (BARS)  ,360º Appraisal.

Traditional Methods – Mainly focus on how sales peoples Traits or Characteristics contributes to the sales performance.

Modern Methods – Sales people become the part of the appraisal system and then evaluate their performance. Also they can suggestion to developed further on system.

References.

Stoner, J., 1986. AF dan Wankel, Charles. Management.

Bernardin, H.J. and Beatty, R.W., 1984. Performance appraisal: Assessing human behavior at work (p. 212). Boston: Kent Publishing Company.

Meyer, H.H., Kay, E. and French Jr, J.R., 1965. Split roles in performance appraisal. Harvard Business Review.

Mayer, R.C. and Davis, J.H., 1999. The effect of the performance appraisal system on trust for management: A field quasi-experiment. Journal of applied psychology, 84(1), p.123.

Pattanayak, S.K., 2004. Valuing watershed services: concepts and empirics from southeast Asia. Agriculture, Ecosystems & Environment, 104(1), pp.171