By Wendy Connick
Many sales managers (and salespeople) dread the annual performance review. And it’s true that the performance review can be both unpleasant and useless. But when properly conducted, a review can also be a highly useful tool for building goals and planning your coaching time for the year to come.
The best performance reviews don’t contain any surprises. That’s because if a salesperson falters, his sales manager should let him know right away and help him overcome the difficulty – not wait until the annual review and then spring a complaint on him. [ 576 more words ]
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