This Sales Performance Evaluation document serves as a crucial tool for organizations operating in New Zealand to assess and manage their sales workforce effectively while maintaining compliance with local employment laws. It is designed for use in regular performance reviews, typically conducted quarterly or annually, and provides a structured approach to evaluating sales achievements, behavioral competencies, and professional development. The document includes comprehensive evaluation criteria, measurement methodologies, and performance improvement processes, all aligned with New Zealand employment standards and best practices. It is particularly valuable for organizations seeking to establish transparent, fair, and consistent performance evaluation processes for their sales functions.
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1. 1. Introduction: Purpose and scope of the performance evaluation system
2. 2. Performance Evaluation Period: Frequency and timing of evaluations (e.g., quarterly, bi-annual, annual)
3. 3. Key Performance Indicators (KPIs): Core sales metrics and targets that will be evaluated
4. 4. Evaluation Methodology: Process and methods used to measure and assess performance
5. 5. Performance Rating Scale: Definition and explanation of the rating system used
6. 6. Review Process: Steps involved in conducting the performance evaluation
7. 7. Documentation Requirements: Required records and forms for the evaluation process
8. 8. Performance Improvement Process: Steps taken when performance does not meet expectations
9. 9. Appeals Process: Procedure for employees to challenge evaluation results
1. Commission Structure: Include when performance is directly tied to variable compensation
2. Team Performance Metrics: Include for roles with team leadership responsibilities
3. Customer Feedback Integration: Include when customer satisfaction is a key performance indicator
4. Remote Sales Evaluation Criteria: Include for remote or hybrid sales teams
5. Market Condition Adjustments: Include when external market factors significantly impact sales performance
1. Schedule 1: Performance Evaluation Form: Standard template for documenting performance evaluations
2. Schedule 2: KPI Calculation Methods: Detailed explanation of how each KPI is calculated
3. Schedule 3: Sales Territory Details: Definition of sales territories and associated targets
4. Appendix A: Glossary of Terms: Definitions of technical terms and metrics used in evaluation
5. Appendix B: Performance Rating Examples: Examples illustrating different performance levels
6. Appendix C: Improvement Plan Template: Standard template for performance improvement plans
Authors
Relevant legal definitions
Clauses
Relevant Industries
Retail
Technology
Financial Services
Manufacturing
Telecommunications
Professional Services
Healthcare
Real Estate
Consumer Goods
Industrial Equipment
Automotive
Insurance
Media and Entertainment
Relevant Teams
Sales
Human Resources
Operations
Executive Leadership
Commercial
Business Development
Account Management
Performance Management
Compensation and Benefits
Training and Development
Relevant Roles
Sales Representative
Account Executive
Sales Manager
Regional Sales Director
Business Development Manager
Territory Manager
Key Account Manager
Sales Operations Manager
Vice President of Sales
Inside Sales Representative
Channel Sales Manager
Sales Team Leader
Chief Revenue Officer
Commercial Director
Human Resources Manager
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