Kejian 168
Business & Management Resources
Archive for October, 2008
Performance evaluations are just what they say: an evaluation of how a person is doing against predetermined standards of success. They are critical measurement tools for sales managers, organizations, and the sales professional.
Rating Systems
As you begin the process of measuring and managing performance, you may find the task overwhelming. Let’s face it-it is easier to complain about salespeople and their performance than to determine exactly what their performance is in relation to the realities of their assignments. Begin this activity, which should be done every four to six months in today’s business environment, by developing a list of areas to evaluate. Some areas might include:
- Sales results
- Sales quality
- Sales activities
- Administrative activities
- Customer relations
- Selling and nonselling competencies
- Training
- Job knowledge
- Organization
- Time and territory management
- Team contribution
- Expense control
- Cross-organizational relations
- Personal attributes Read the rest of this entry »
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Most of us lead busy lifestyles including: business travels, social life, and sports. Attending a gym or sports club demands time, time we have less and less of it. Yoga is offering us in completing our way of life - not only to stay fit but also to be healthy inside as well as outside - in balancing the harmony of body, mind & soul.
Yoga is portable. Whether we do it at home or on the road, it takes only as simple as the space of your Yoga mat. It’s the only thing you need for a daily workout that keeps your mind clear, cleans out waste and maintains your whole body/mind in a constant state of awareness and growth. Your daily practice is independent of your emotional space. It gives you objectivity which is a rare commodity, stills you when you’re ruffled and ruffles you when you’re stilled. Your Yoga practice can be like a best friend.
Your Yoga practice will travel with you everywhere you go. A daily session takes from ten minutes to two hours and can be done in a hotel room, sunlit balcony or office. You work up a slight to heavy sweat each time. You stretch, twist, lengthen and strengthen, and you get to breath consciously and deeply. While all this is happening you get to focus on the bigger picture Read the rest of this entry »
As you discovered in the earlier post, basing your forecasts on current trends and projecting them into a future time slot can be more accurate than you realized. With that knowledge, you can determine the future performance of your sales team and make the necessary adjustment to attain the organizational goals.
Accurate, effective sales forecasts and plans involve an integration of subjective and objective knowledge and balanced top-down and bottom-up input and needs. Read the rest of this entry »
There are a few points to keep in mind that will make the plan more acceptable and fair to everyone. In selecting the right balance between fixed pay and performance pay, try to keep it simple and understandable. If the plan is too complex, it will become a negative point in the organization-salesperson relationship.
Don’t compare apples to oranges. Make sure that the compensation plan is tied fairly to the realities and potential of the assigned territory. Make sure that the plan is based on accurate and current data.Sales personnel should not be punished for problems created by other departments (for example, manufacturing, quality control, shipping, service, purchasing, etc.). When sales are down, it may not be the salesperson’s fault. Carefully consider the impact of competition, economy, markets and customers, internal and external resources, etc., when evaluating performance.
Each salesperson should receive, discuss with the sales manager, sign, and return his or her annual compensation plan listing potential for salary, commission, bonus, expense reimbursement, and benefits. I am not talking about getting around to it in March or May. Do it before the previous year ends. This prevents misunderstandings and allows the sales manager and salesperson to discuss their total expense and how it relates to the revenue and margins brought in by the salesperson.
Just how much sleep is required to experience a total sense of well-being and be fully prepared for optimal performance? Researchers are finding evidence that we need at least 10 hours of sleep every night, but some of us may not get that kind of luxury. While devoting only 8 hours of sleep seems like an unobtainable goal. Dr. William Dement even said that the sleep debt is larger and more important than the financial debt.
Timothy Roehrs & Timothy Roth have demonstrated that alertness significantly increases when eight hours of sleeps who claimed to be well rested get an additional two hours of sleep results: energy, vigilance & the ability of effective process information are all enhanced, as are critical thinking skills & creativity. Golden rules of sleep are: Get an adequate amount of sleep every night, Establish a regular sleep schedule, Get continuous sleep & Make up for lost sleep.
But then, here’s what happens when you don’t get enough sleep: Read the rest of this entry »