CareerBuilder.com approaches an important topic that is often placed on the back burner – Why Do Quarterly Employee Reviews?
I suspect most companies perform an annual employee review that is primarily tied to a salary review. Many companies may not even do that much. A scheduled, quarterly review is insulation against bad habits taking root in the employee’s performance.
From the article, a real truth:
Almost everyone performs better when held accountable. Employees who are not given performance benchmarks, goals and a vision will often fail.
This fact is our first topic when coaching sales managers. Sales managers simply need to hold their team accountable. They don’t need to be good at it, they just simply have to do it.
And then we come to this:
Measurement – It is important to measure the progress, growth, and impact each employee has on your organization. Rather than making subjective judgments about an employee’s performance, establish objective measurements with the employee. In most cases, goals provide an easy way to measure short-term (quarterly) performance. Clearly communicate goals and the criteria by which employees will be measured in writing and verbally.
Yes, we agree completely with this comment. Hence, we just released our new Sales Development Plan to assist sales managers in this measurement.