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 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?
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