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MarkJohnPerezLado
Creating and delivering performance information
SALES
Principles to remember in delivering and effective performance.
Creating and delivering performance information
Do
• Make it clear at the beginning of the year how you’ll evaluate your employees with individual performance planning sessions.
Do
• Give your employees a copy of their appraisal before the meeting so they may have their initial emotional response in private.
Do• Deliver a positive message to your good performers by mainly
concentrating on their strengths and achievements during the conversation.
Principles to remember in delivering and effective performance.
Creating and delivering performance information
Don’t
• Offer general feedback; be specific on behaviors you want your employee to stop, start, and continue.
Principles to remember in delivering and effective performance.
Creating and delivering performance information
Don’t
• Talk about compensation during the review; but if you must, divulge the salary information at the start of the conversation.
Principles to remember in delivering and effective performance.
Creating and delivering performance information
Don’t
• Sugarcoat the review for your poor performers; use the face-to face as an opportunity to demand improvement.
Ten Tips for Measuring & Improving Performance.
Creating and delivering performance information
1. Define Your Goals.2. Determine the Metrics to Measure Your Company’s
Performance.3. Develop Methods to Collect and Organize Data.4. Compare Yourself to the Competition.5. Conduct Research.
Ten Tips for Measuring & Improving Performance.
Creating and delivering performance information
6. Understand Your Strengths and Weaknesses.7. Focus on Customer Retention.8. Measure Marketing Effectiveness.9. Track Employees.10. Apply the Information.
The 10 Laws of Sales Success.
Creating and delivering performance information
Law #1: Keep your mouth shut and your ears open.
Law #2: Sell with questions, not answers.
Law #3: Pretend you're on a first date with your prospect.
Law #4: Speak to your prospect just as you speak to your family or friends.
Law #5: Pay close attention to what your prospect isn't saying.
Law #6: If you're asked a question, answer it briefly and then move on.
Law #7: Only after you've correctly assessed the needs of your prospect do you mention anything about what you're offering.
Law #8: Refrain from delivering a three-hour product seminar.
Law #9: Ask the prospect if there are any barriers to them taking the next logical step.
Law #10: Invite your prospect to take some kind of action.
