What is the importance of evaluating sales force performance?
A)Evaluation allows managers to see which salespeople should be terminated.
B)Evaluation to assess what works validates planning and creates a cycle of success.
C)Evaluation fosters an attitude of awareness and detail-orientation in the sales force.
D)Evaluation puts the sales force on warning that salespeople need to meet their input quotas.
E)Evaluation demonstrates rule-compliance to upper management.

Question

Quizplus · Accepted Answer

Evaluating sales force performance helps managers understand what strategies and tactics are working and what needs to be improved. This allows them to adjust their planning and create a cycle of success for the sales team. It also provides valuable feedback to individual salespeople, helping them improve their skills and achieve better results. Terminating salespeople solely based on evaluation results is not always the best approach and can be counterproductive.

What Is the Importance of Evaluating Sales Force Performance