Managing Sales Performance Through a Comprehensive Performance Appraisal System

Muczyk, Jan P.; Gable, Myron
May 1987
Journal of Personal Selling & Sales Management;May87, Vol. 7 Issue 1, p41
Academic Journal
The success or failure of the organization depends on how efficiently the sales performance is managed. Therefore, improving performance appraisals for everyone should be among the highest priorities of contemporary sales executives and managers. It is difficult to argue with the notion that individuals should be evaluated on the basis of results. Indeed, performance evaluation should be predicated on what sales-people do as opposed to what they are. Management by Objectives (MBO) is a managerial process whereby organizational purposes are diagnosed and met by joining superiors and subordinates in the pursuit of mutually agreed upon goals and objectives, which are specific, measurable, time hounded and joined to an action plan. Under an MBO system, salespeople are evaluated on the basis of how well they attained specific, challenging and measurable goals that they set with their sales managers. A performance appraisal can possess all the characteristics required of a sound performance appraisal and still be inappropriate for promotion decisions.


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