Annual performance reviews are gaining an increasingly poor reputation amongst HR and sales leaders alike. Instead of being a tool to encourage salespeople and improve performance, annual reviews are known for their excess time requirements and negative impacts on employee morale.
As a result, more HR Leaders are turning to sales performance management, the process of improving a sales rep’s effectiveness by planning, coaching and reviewing their goals in addition to their overall contributions to the organization.
With 95 percent of sales leaders saying they dislike how their companies conduct performance reviews, HR Leaders can improve sales force performance, employee morale, and retention rates by adopting sales performance management.
The following guide differentiates annual reviews and sales performance management, discusses the tools needed to drive efficient implementation, and lists the step-by-step instructions to successfully implement the practice.