You are the national sales manager of an industrial packaging equipment manager. Four sales people (assigned to each geographic area) report to you. Discuss the various evaluation tools you would employ to assess their performance every month/year? Give your reasons behind preferring one tool to the other.
If you think about this question, you should be able to come up with evaluation tools on your own. Go to the basics: what does "sales" mean? How is it measured? If you divide the total territory by four areas, you now have the possibility of comparisons. What should these be based upon? Does a given territory start at zero sales? Does that change over time?
