In most cases, evaluating the performance of salespeople is pat. They either make their numbers or they don’t. Perhaps an oversimplification, but not a monumental one. Evaluating the performance of the safes manager, though, has traditionally been more art than science.
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“At State Farm,” says Donald W. Frischmann, agency division vice president, “we felt that it was both im¬possible and unrealistic to attempt to evaluate the performance of agency managers (sales managers) until we developed a realistic data-supported basis for evaluation. From a research standpoint, we needed to capture and verify the key dimensions of the sales manager’s job. From a corporate standpoint, we knew we would have to use this information to define the role we expected sales managers to fill, communicate those expectations, and help current sales management see how those key performance dimen¬sions were, in fact, the essence of good sales management.” Continue reading »
Ms. Eggy is an easygoing type of worker who sees work as something not requiring intense effort. She does not show any strong ambition in developing her career in Sun Jaya hotel; she says that she wants to set up her own business in the future, which is a beauty salon. Relatively new in Sun, she is now assigned to handle airlines industry account, as she claims that she had a hard time in achieving the target due to the static business condition of the airlines business. There are only 30 airlines companies, which she must approach to achieve the sales target. Continue reading »
Ms. Nuni prefers to work in a neat and organized manner. She sets high standards for herself and has the tendency to apply these standards to her work and her immediate work environment. Despite her lack of theoretical knowledge in the field of Sales, her stay with the hotel has provided her with sufficient experience that enabled her to meet the technical standards set by the management.
Ms. Nuni is able to convey her ideas to her co-workers and asserts them in case she encounters resistance. This assertiveness is suppressed however, when she is faced in a negotiation with a client. She knows how to play her cards and always finds a way to make the situation work in favor of her and to the business of the hotel. Moreover, she appears to be very relaxed and comfortable with her work. Continue reading »
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Ms. Jovita displays reasonable commitment to tasks and can be expected to handle several tasks at a time. Presently, as sales executive she feels the need to allocate her time and energy wisely to meet her daily work schedule which comprises of conducting sales calls, visiting and entertaining prospective customers. She likes working hard and spending extra time to complete her tasks. However, there is an indication that she reflects uncertainty about her career goal. When asked about this, she claims that there is no reward system implemented in the sales and marketing department and this leads her to be demotivated. Continue reading »
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Mr. Bernanke’s work profile indicates that he is a versatile worker. He has worked in several departments from food and beverage, front office, cashiering, accounting, purchasing and now, in sales as one of six Sales Executives. Despite his limited educational attainment, he learned on the job and worked his way up. For this, he values hard work and exerts effort when performing his tasks projecting the hardworker image. Although only two years in sales and marketing department, Mr. Bernanke has displayed hard work by being persistent in his follow-up on clients which contributed to an increase in RNO for the last two months. He also likes to do several things at a time; however, there is a tendency that he is not able to finish what he started. Continue reading »
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Ms. Wanty project herself as a person who aspires to consistently achieve the best among her peers. Ambitious with an inner drive to achieve, she is able to do multi tasks at a time in order to reach her goal. Indeed, during her tenure in Sun Hotel since 1999 as Sales Executive, she has consistently been able to display above average achievements.
Over the last two years, she was able to increase Room Night Occupancy (RNO) from 73/month to 500/month in the corporate accounts segment, her current portfolio. She was also able to increase RNO in her other segment, embassy segment, from 43/month to 100/month. In another instance, with her peer from front office, she also played an instrumental role in getting a large group (200 persons) to stay for more than 3 months in Sun Hotel. For her role in getting, this group she was awarded bonus by management. Continue reading »