Management - Coaching
EVALUATION OF SALES PERFORMANCE MEETING

WHO SHOULD ATTEND
Managers and supervisors who must routinely evaluate their employees' sales performance.

OBJECTIVES
Teach the superior how to objectively evaluate employee performance, being careful to take into account the needs of both the company and the individual and to create an atmosphere of mutual trust and respect.

PROGRAM OUTLINE

• Basic knowledge:
  
  • blockages superiors can experience before an evaluation of sales performance meeting
    
  • the different types of managers
    
  • levels of knowledge and competency
    
  • employee motivation at the work place.
    
• The different methods of conducting effective meetings:
  
  • directive and non-directive meetings
    
  • object-oriented and subject-oriented meetings.
    
• Steps in conducting an evaluation meeting:
  
  • preparing oneself and the employee
    
  • establishing contact
    
  • general evaluation of the employee's performance
    
  • point by point interactive evaluation
    
  • ending the meeting.
    
• Follow-up.

TEACHING METHOD

• Group discussions.
  
• Theoretical presentations.
  
• Case studies.
  
• Videotaping of case simulations

SUPPORT MATERIALS PROVIDED AT END OF TRAINING
Synthesis of how to conduct an effective evaluation meeting.

DURATION
2 days