I have received a number of searches seeking sales manager evaluation criteria. Here is a list to consider in your hiring and evaluation process. In addition we have a Sales Environment Assessment you might consider. It takes 5 minutes and you’ll receive a report on how to improve your sales culture. You can find it here.
LEADERSHIP – How effective is the sales manager at providing leadership for their sales team and department? To what degree is the team working toward long and short term goals, and how does the manager evaluate sales performance against them?
STRATEGIC – How effective is the manager at providing strategic directions and approaches that can be duplicated and produce more cost effective results?
COACHING – How effective is the managers’ coaching techniques with the sales people? Are sales people improving their selling ability and results?
SYSTEMS – To what degree does the sales manager develop and implement systems that help drive business, monitor progress and allow for ownership to evaluate the department?
MOTIVATION – To what degree does your sales manager provide motivation directly or indirectly to the sales team?
EXPECTATIONS – How effective is the sales manager at providing clear expectation to the sales people that are aligned with the business goals?
EDUCATION – To what degree is the education the sales manager provides improving the sales team?
TRAINING – How effective is the direct or indirect training the sales manager provides to the team?
CAMARADERIE – Does the sales manager provide camaraderie for your team and if so is it resulting in more teamwork and improved sales?
ACCOUNTABILITY – To what degree is there accountability among the sales people?
RECOGNITION – Does the sales manager provide or facilitate recognition that results in a stronger sales person and team?
REPORTING – Does the sales manager receive and provide reports that allow for effective management and improved sales of the sales department?
FORECASTING – How reliable are the sale forecasts produced by the sales department?
SALES RESULTS – How effective is the sales team at achieving the company sales targets?
PROJECTS – How has the sales manager done at completed assigned projects?
COOPERATION – How cooperative is the manager with the other managers in the organization?
You can easily put these into a rating scale format from 1-10 if you prefer. A sales manager should not only be measured by what he/she does but how effective their work is through their team and in conjunction with the long term goals of the company.
