We have recently hired a Sales Manager who comes from a very good company and has a good track record. His reference check feedback was also good. Now, it's been a few months, but he has not generated any revenue as promised. He is hired for an outstation location and is working out of home, is getting a comfortable salary with no pressure of sales as such.
There is no one to monitor his performance. He is reporting to a senior at a different location. How can his performance be managed from a remote location...?? Please suggest...
From India, Mumbai
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3There is no one to monitor his performance. He is reporting to a senior at a different location. How can his performance be managed from a remote location...?? Please suggest...
From India, Mumbai
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Hi Jyoti,
As far as my experience goes for sales guys, you can measure his performance through how much business he generates. For salespeople, there is no other option to measure their performance. But as you mentioned in your email, his last record is very good with his last employer, so there may be a few chances he is trying to generate business but not able to convert it into revenue.
In this case, you should call the guy and try to motivate him first. Give him minimum targets for the area where he is deputed to survive the job. Even then, if he is unable to deliver the revenue, issue him a notice about his performance for the past period.
Hope this helps you.
Regards,
Ravi Wadhwa
From India, Lucknow
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As far as my experience goes for sales guys, you can measure his performance through how much business he generates. For salespeople, there is no other option to measure their performance. But as you mentioned in your email, his last record is very good with his last employer, so there may be a few chances he is trying to generate business but not able to convert it into revenue.
In this case, you should call the guy and try to motivate him first. Give him minimum targets for the area where he is deputed to survive the job. Even then, if he is unable to deliver the revenue, issue him a notice about his performance for the past period.
Hope this helps you.
Regards,
Ravi Wadhwa
From India, Lucknow
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In such cases, we used to have daily sales reports and revenue reports, which mention how many cold calls are made, the possibility of calls getting converted, the approximate time to convert a prospective client, and the revenue generated on a daily basis. This report will help you analyze if things are going in the right direction.
Secondly, at remote locations, people can work only with inner motivation and loyalty towards the company. In one such case, we appointed a trainee under the sales guy to find out the reasons for not getting the desired results without mentioning anything to the trainee about the actual situation so that the feedback can be utilized to look deeper.
Ravi's suggestion can also work. You can set revised targets and then observe his performance for a few more months. Sometimes, we make mistakes in realizing if the targets are realistic or not.
Regards
From India, Delhi
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Secondly, at remote locations, people can work only with inner motivation and loyalty towards the company. In one such case, we appointed a trainee under the sales guy to find out the reasons for not getting the desired results without mentioning anything to the trainee about the actual situation so that the feedback can be utilized to look deeper.
Ravi's suggestion can also work. You can set revised targets and then observe his performance for a few more months. Sometimes, we make mistakes in realizing if the targets are realistic or not.
Regards
From India, Delhi
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Dear Jyothi, As the track record of the concerned salesperson is good, you need to give him some time to generate business. First, get in touch directly with the salesperson for his updates, the happenings, and the reason for not generating business these days. Since he is reporting to a higher authority, you can also get in touch with them for updates/progress. No matter senior/junior, at the end of the day, everyone works for the company and for the business to get generated. Hope the info helps you.
Thanks & Regards,
Chandra Mouli Uppala
Sr. HR-Recruitment
"Analyzing what you haven't got as well as what you have is a necessary ingredient of a career."
From India, Hyderabad
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Thanks & Regards,
Chandra Mouli Uppala
Sr. HR-Recruitment
"Analyzing what you haven't got as well as what you have is a necessary ingredient of a career."
From India, Hyderabad
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