As far as my experiance goes for sales guys you can measure his performance through how much business he generates for business there is no other option to measure sales people. But as you mention in your mail that his last record is very good with last employer so that there may be few chances he is trying togenerate business but not able to convert in revenue.
so in this case you call the guy n try to motivate him first n give him minimum targets for the area where he is deputed in survive the job. even than if he is unable to deleiver the revenue so issue him one notice about his performance for the past period.
Hope this would help you
6th May 2010 From India, Lucknow
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23rd June 2011 From India, Bangalore
Inn such cases we used to have daily sales report and revenue report, which mentions about how many cold calls are made, what is the possibility of calls getting converted and approximate time to convert a prospective client, and revenue generated on a daily basis.
This report will help you analyse if the things are going in a right direction...
Secondly, at remote locations people can work only with inner motivation and loyalty towards company...in one of such cases, we appointed a trainee under the sales guy to find out the reasons of not getting the desired results...without mentioning anything to the trainee about the actual situation so that the feedback can be utilised to look deeper...
Ravi's suggestion can also work, while you can set revised targets and then see his performance for few more months...sometimes, we make mistakes in realizing if the targets are realistic or not...
23rd June 2011 From India, Delhi
As the track record of the concerned sales person is good you need to give him some time for generating the business. First get in touch directly with the sales person for his updates,the happenings and the reason for not generating the business these days..Since he is reporting to the higher authority u can also get in touch with him for the updates/progress..No matter senior/junior end of the day everyone works for the company & for the business to get generated. Hope the info helps you.
Thanks & Regards,
Chandra Mouli Uppala
"Analyzing what you haven't got as well as what you have is a necessary ingredient of a career."
15th September 2011 From India, Hyderabad