The Coaching Effect Blog

The Coaching Effect Blog

    13 Performance Review Questions for a Sales Manager Position

    by Kristi Shoemaker / October 31, 2011

    Editor's Note: This post has been updated for accuracy and comprehensiveness on May 26, 2020. Photo by Hattie Kingsley Photography. 

    Assessing the performance management and sales coaching practices of a sales manager requires a different set of questions according to Joan Henshaw of Performance Objectives Now. Here are 13 questions you can use to assess your sales managers' employee management, leadership, and coaching practices during performance reviews.

    Planning for Performance Management

    1) Are your employees crystal clear on what’s expected of them?
    2) Do your employees have agreed descriptions of what effective performance looks like for their job? 
    3) Are these agreed descriptions written as performance objectives?
    4) Are your employees clear on how their performance objectives contribute to the business goals?

    Managing Performance

    5) Is the employee’s actual performance monitored against the objectives on an ongoing basis?
    6) Are employees involved in monitoring their own performance?
    7) Is the employee’s performance reviewed on a regular basis (every 3 months is standard good practice)
    8) Do you give them objective, evidence-based feedback?
    9) Are areas of outstanding performance identified and how these can be built upon agreed?
    10) Are any areas for improvement discussed and strategies for improvement agreed?

    Development Planning

    11) Do you discuss your employee’s development and career aspirations?
    12) Do you plan development activities?

    Managing employee job satisfaction    

    13) Is the employee’s job satisfaction discussed with them so that ways to maintain or enhance their satisfaction area agreed?

    The Coaching Effect

    For more resources like this, subscribe to The Coaching Effect Newsletter:  

    Get the Effect

    Tags: Performance Reviews

    previous post The Sales Performance Equation: A Formula to Increase Sales
    Next Post Coaching Training Part 3: The 3 Elements of Coaching
    Kristi Shoemaker

    Kristi Shoemaker

    Kristi is a marketing communications and public relations expert with over 30+ years of experience in a variety of industries. She was an integral part of EcSell's go-to-market strategy and execution from 2008 - 2012. Kristi enjoys taking a holistic approach by integrating all the key marketing disciplines to create synergies that generate maximum results. She is currently the president of KLS Consulting in Lincoln, Nebraska.