The more a salesperson performance-evaluation system is behavior-based than outcome-based, the more committed to the sales organization salespeople will be.

Question

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When a salesperson performance-evaluation system is behavior-based, it focuses on the actions and strategies used to achieve sales goals rather than just the final results. This type of evaluation promotes a sense of ownership and engagement in the sales process, leading to increased commitment to the sales organization. On the other hand, an outcome-based evaluation only rewards salespeople for achieving specific sales targets, which may not necessarily reflect their effort or skills.

The More a Salesperson Performance-Evaluation System Is Behavior-Based Than Outcome-Based