Performance Reviews – a B2B Guide

Performance Reviews - a Key Tool for the Sales Manager

This paper aims to support Sales Directors and Sales Managers in the implementation of Performance reviews. A Performance review is a monthly individual talk with each sales rep, or other staff categories in the organization facing customers, where you discuss, agree on and follow up individual RACE-plan – or other similar goal structures. This way of working is based on a firm belief in the application of management by objectives on all levels of an organization.

Performance reviews are part of the Sales Management System, a combination of tools, methods and activities (such as performance reviews, joint visits, sales planning etc) that ensure that the sales force and the individual sales rep perform effectively and aligned with the strategy.