Seven Steps to a Successful Performance Review
Seven Steps to a Successful Performance Review
Pre-Step: Prepare
If terminating or reassigning the rep, meet with HR. Know your bottom line; the limits on your time, money and resources. Know your negotiables; territory size, bonuses, accounts, markets, product lines. Analyse your data, and listen to your intuition Have your offers in writing. Find a private office, do not allow interruptions. Schedule an hour; in your rep´s eyes this may be the most important meeting you ever have.
1. Re-establish rapport and state the meeting purpose. Start with rapport; show genuine interest in the person. Clearly state the purpose as development, reassignment or termination. If it is termination or reassignment say it clearly and briefly. Hand them a letter stating the decision. Do not allow other agendas, no matter how minor or no matter how urgent. This signals that development of your reps is a significant issue for you.
2. Review the performance standards and goals.
Check for understanding and agreement. Briefly state the sources of your data; observation, competency assessment, customer feedback, etc. Keep your voice tone neutral.
3. Ask your sales person for his/her self- assessment.
Listen and probe for understanding of your rep´s viewpoint. Withhold judgment; at this point your objective is to understand not evaluate.
4. Give your assessment.
Be assertive and specific, and supportive not punitive. Be prepared for defensiveness: listen with empathy to reduce anxiety. Accept explanations for performance, but not excuses.
5. Negotiate any differences.
Performance standards are rarely negotiable, but timetables, goals, methods and assignments frequently are.
If you cannot agree, agree to disagree until the next meeting.
6. Offer your support.
You are there to help make your rep a success, not a failure. Make sure that your rep understands that you believe that the/she can reach the goals; that you would be having a different conversation if you thought otherwise. (And you had better be sure that you do indeed believe they can succeed.) Explain the ways you offer support: · Coaching, · Training · Mentoring · Administrative support
7. Summarise and clarify next steps.
Next steps should include a development plan. Schedule the next review meeting in 3 to 4 weeks. Makes sure there is at least one clear action step before the next meeting.
Seven Steps to a Successful Performance Review - To learn more about this author, visit John Brennan's Website.
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# Seven Steps to a Successful Performance Review
Pre-Step: Prepare
If terminating or reassigning the rep, meet with HR. Know your bottom line; the limits on your time, money and resources. Know your negotiables; territory size, bonuses, accounts, markets, product lines. Analyse your data, and listen to your intuition Have your offers in writing. Find a private office, do not allow interruptions. Schedule an hour; in your rep´s eyes this may be the most important meeting you ever have.
1. Re-establish rapport and state the meeting purpose. Start with rapport; show genuine interest in the person. Clearly state the purpose as development, reassignment or termination. If it is termination or reassignment say it clearly and briefly. Hand them a letter stating the decision. Do not allow other agendas, no matter how minor or no matter how urgent. This signals that development of your reps is a significant issue for you.
2. Review the performance standards and goals.
Check for understanding and agreement. Briefly state the sources of your data; observation, competency assessment, customer feedback, etc. Keep your voice tone neutral.
3. Ask your sales person for his/her self- assessment.
Listen and probe for understanding of your rep´s viewpoint. Withhold judgment; at this point your objective is to understand not evaluate.
4. Give your assessment.
Be assertive and specific, and supportive not punitive. Be prepared for defensiveness: listen with empathy to reduce anxiety. Accept explanations for performance, but not excuses.
5. Negotiate any differences.
Performance standards are rarely negotiable, but timetables, goals, methods and assignments frequently are.
If you cannot agree, agree to disagree until the next meeting.
6. Offer your support.
You are there to help make your rep a success, not a failure. Make sure that your rep understands that you believe that the/she can reach the goals; that you would be having a different conversation if you thought otherwise. (And you had better be sure that you do indeed believe they can succeed.) Explain the ways you offer support: · Coaching, · Training · Mentoring · Administrative support
7. Summarise and clarify next steps.
Next steps should include a development plan. Schedule the next review meeting in 3 to 4 weeks. Makes sure there is at least one clear action step before the next meeting.
Seven Steps to a Successful Performance Review - To learn more about this author, visit John Brennan's Website.
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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Jeff FosterWebBizIdeas.com is a Minneapolis website design company founded to help people start an internet business by providing them with website, business, and internet resources that help foster the growth of successful online businesses and develop innovative Internet business ideas. We specialize in internet consulting & internet marketing. - Visit Jeff Foster's Website |
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Stephanie RobeyStephanie Robey is President and CoFounder of Pivot Positive, LLC - an Internet marketing business focused on helping people start work at home ventures. Previously, she was employed at The Search Agency with over 20 years experience in graphic design and 10 years experience in online marketing. She was responsible for launching the Conversion Path Optimization (CPO) unit where she and her team have conducted hundreds of optimization tests for online companies across multiple verticals. She is a successful entrepreneur having started and sold 2 companies and remains on the board of directors of the third, PhotoSpin.com Stephanie began her career in the direct marketing realm creating and producing direct mail for many of the major cable television companies and directly attributes her understanding of Internet marketing to those early offline experiences. Stephanie is a graduate of San Diego State University with a BFA in Graphic Arts and also holds an Executive MBA from the Graziadio School of Business and Management at Pepperdine University. Read Steph's Blog Meet Steph and Dave Sign up for our Free 7-Day BootCamp: Self Employed & Rich - Visit Stephanie Robey's Website |
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