Radio Sales Café

Does anyone out there do annual performance evaluations of their salespeople? Anyone have a model that they like? In the past, we have usually let the numbers speak for themselves, but I feel like more direct feedback would be helpful.
Thanks,
Patrick

Thanks much Joel.
That is very helpful. Do you do the daily feedback by phone at the end of the day? Or at the station?
I'd love a copy of the evaluation form. You can email me at [email protected].
Patrick

We do semi-annual, but I've always believed that it's a time to look forward more than back. If we're doing our jobs as managers, they know how they're doing from week-to-week and wouldn't get much new info. We do formal written "recap" of performance (which shouldn't include any surprises and goes pretty quickly), and then spend most of the time discussing what they need, what their goals are for training, budgets/income, networking, etc.

Patrick, We've set up 20+ courses on supervision training. From Effective Performance Reviews to Analyzing Poor Performers. From the radio stations that we work with, we've had great response from this course.. "Productivity Through Praise". Here's a complementary link to the course. This might just help! http://www.p1selling.com/demo/course.aspx?cid=9HJ7d67LLjY%3d

Patrick...Here are four points to consider for evaluations:
1. Everything is moving quickly. Once a year is too far apart and would likely be too late to gain a positive result. Look to quarterly reviews. Consider doing the same with your clients.
2. Make sure your team members know how they are being evaluated. They need to know your expectations. Don't blind-side them.
3. Evaluate that which is "important" to you, your station and to your sellers. This can and will change throughout the year.
4. Make it simple and straightforward. Be candid and positive.
Good Selling!
Jerry

Patrick,
I've found it to be far more effective to give constant, immediate feedback rather than doing it in a once a year formal setting. With that said, a valuable annual exercise is to have each sales person develop their Business Plan for the coming year. We will review these together and it gives us an opportunity to take a "time out" and discuss at length the areas that are normally involved in a performance evaluation. I like it better as it takes the input and feedback and puts it into an action plan. As usual, some take the project seriously and benefit from the experience, and some don't. Either way, I like it better than an annual performance evaluation.

When I was in management, I would see the amount of direct selling to agency selling. If mos=t of the business was agency, I would place a higher demand on getting local direct. If that didn't get results they knew that they would have agencies taken away. The should be a strong balance between local/direct and agency selling. Also the commission on agency sales was 7-1/2% where as direct was 15%.

Hope that helps