Performance appraisal indicators and appraisal standards
First, the sales volume
Assessment Criteria:1The sales volume of each sales cycle (monthly, quarterly, semi-annual) meets the target set by the company.
2.The growth trend of sales is in line with market and industry trends.
3.For large or key accounts, maintain steady sales growth.
Second, the sales growth rate
Assessment Criteria:1The sales growth rate of each sales cycle (quarterly, semi-annual, annual) reaches the target set by the company.
2.The growth trend of the sales growth rate is in line with the market and industry trends.
3.For new products or markets, achieve the expected sales growth rate.
3. Profit margin
Assessment Criteria:1The profit margin for each sales cycle (quarterly, semi-annual, annual) reaches the target set by the company.
2.Profit margins are trending to match cost trends.
3.For new products or markets, achieve the expected profit margins.
Fourth, customer satisfaction
Assessment Criteria:1Customer satisfaction survey scores meet the goals set by the company.
2.The feedback from important customers on the quality of service and product quality is good.
3.Customer complaints or problems are resolved in a timely and effective manner.
Fifth, the customer return rate.
Assessment Criteria:1The return rate of important customers reaches the targets set by the company.
2.The number and proportion of repeat customers are growing steadily.
3.Feedback on products and services from repeat customers continues to be good.
Sixth, the task completion rate
Assessment Criteria:1Follow the set schedule and plan to complete tasks on time.
2.The quality of the tasks completed meets the company's standards.
3.The tasks are met to meet the needs and expectations of the customer.
7. Project achievement rate
Assessment criteria: (This part is the indicators involved in considering the overall project management, and it is necessary to stand in a higher perspective, and the test is business proficiency and teamwork ability).
1. Achievement rate of the project according to the planned schedule: (the achievement rate of the project according to the planned schedule = the number of projects completed according to the planned schedule and the total number of projects).
2. Project achievement rate according to budget: (project achievement rate according to budget = number of projects completed according to budget and total number of projects).
3. Project quality achievement rate: (project quality achievement rate = number of projects that meet quality standards and total number of projects).
8. Business proficiency
Assessment criteria: 1. Familiar with the company's business operation process
The company is a complex operating system, and only in accordance with certain working procedures can the various business work be coordinated and effective. Otherwise, it will take a detour, consume resources, produce a series of errors in serious cases, and even cause some irreparable losses. As a salesperson, you must master the company's business operation process, and only then can you carry out your work better.
2. Familiar with product knowledge: After being familiar with the company's business operation process, the next step is to have a certain understanding of the products you sell. Because different products have different knowledge, and these knowledge is necessary for salespeople, salespeople must master product knowledge.
3.Familiar with the market situation: sales personnel must be familiar with the market situation, know the changes in the market and the trend of consumer demand, so as to better serve consumers and create benefits for the company.
4.Familiarity with sales techniques:
Salespeople must master certain sales skills, only by mastering sales skills can they better communicate with consumers and sell products to consumers more effectively.
9. Work attitude
Assessment criteria: 1. Enterprising, good at learning Xi
Salespeople must have a positive and enterprising spirit, and at the same time, they must constantly learn new knowledge Xi and skills to improve their competitiveness.
2. Work hard, be conscientious and responsible
Salespeople must have the spirit of hard work, only in this way can they create benefits for the company and be recognized by their superiors.
3. Abide by discipline and obey management
Sales personnel must abide by the company's various disciplines and management systems to ensure the normal operation of the company's business and maintain good working order.
4. Operate in good faith and maintain the company's image
Sales personnel should always maintain the principle of honest management, and cannot damage the company's image and interests for their own interests.
10. Time and teamwork
Assessment criteria: 1. Actively participate in team activities
Sales staff should actively participate in various team activities organized by the company to enhance team cohesion and cooperation spirit.
2. Take the initiative to communicate and assist others
Salespeople should take the initiative to communicate with colleagues and assist others in solving problems or difficulties in their work to promote teamwork and improve overall effectiveness.
3. Support team decision-making
Salespeople should support the team's decision-making and actively participate in the execution process to ensure the smooth achievement of the team's goals.