Sales Management Decision 360-degree feedback

Examine Kevin's usage of 360-degree feedback for performance evaluation. Can you offer any thoughts for how to improve the process?

Kevin, in my opinion, should first evaluate the folks providing feedback. Feedback should be accurate, honest, and confidential. Second, Kevin should accept the usage of questions with a rating on a scale of 1 to 5, with 1 being the worst and 5 representing the best. These questions will supplement Kevin's open-ended questions, which do not rate.

What are your thoughts on the type of feedback Kevin is willing to give his salespeople? How do you think performance feedback should be handled? The feedback provided by Kevin will benefit the salespeople. However, Kevin should make sure that he includes the positivity (achievements) about the salespeople rather than just dwelling on the negativity (failures). This helps boost the confidence of the salespeople and make them work harder to ensure that they succeed in the areas they have weaknesses.

What can Kevin do to ensure that his salespeople make efforts to improve their performance in the areas he deems important?

For his salespeople make efforts in improving their performance, Kevin should embrace on the use of training to the salespeople who are not excelling well in some fields. Kevin can also assess their execution by offering raises or motivation for the ones who have the best input.

CASE 10.2

What steps can Ralph take to increase the level of satisfaction among his salespeople?

To achieve increment in the degree of satisfaction among the salespeople, Ralph ought to forward the information to his boss and propose ideas that will ensure that the salespeople are satisfied and at the same time, the willingness of the company is observed. After meeting the manager, Ralph needs to employ participant involvement management skills and assess the support that the organization offers.

Rather than examining overall Salesforce job satisfaction, what might be a more useful approach to examining Salesforce job satisfaction with INDSALES?

A better approach of examining Salesforce job satisfaction with INDSALES is directing entire attention on a single component concerning their work and trying to solve it separately. This approach is better since one will have a closer view of each component and make sober decision concerning job satisfaction.

What do you perceive the relationship to be between job satisfaction and turnover at Contour?

Job satisfaction and turnover at Contour have a direct correlation with each other. When job satisfaction diminishes turnover at Contour occurs. The salesperson’s job satisfaction is crucial to achieving customer satisfaction. When the employees fail to perform their task efficiently or are unhappy concerning their working conditions, they cannot help the organization attain their target goals.