{"id":220,"date":"2006-08-08T12:19:25","date_gmt":"2006-08-08T17:19:25","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/?p=220"},"modified":"2006-08-08T12:20:02","modified_gmt":"2006-08-08T17:20:02","slug":"reviews-and-development-plans","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2006\/08\/reviews-and-development-plans\/","title":{"rendered":"Reviews and Development Plans"},"content":{"rendered":"<p>CareerBuilder.com approaches an important topic that is often placed on the back burner &#8211; <a href=\"http:\/\/www.careerbuilder.com\/jobposter\/smallbiz\/articles.aspx?articleID=quarterly-reviews&#038;siteid=JP_Mail_NL_A&#038;sc_extcmp=JP_Mail_NL_Quarterly_Reviews&#038;cbRecursionCnt=1&#038;cbsid=338496a4f8704fc5bd19c04eb848a58b-208356309-TS-4\" target=\"_blank\">Why Do Quarterly Employee Reviews?<\/a><\/p>\n<p>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&#8217;s performance.<\/p>\n<p>From the article, a real truth:<\/p>\n<blockquote><p>Almost everyone performs better when held accountable. Employees who are not given performance benchmarks, goals and a vision will often fail.<\/p><\/blockquote>\n<p>This fact is our first topic when <a href=\"http:\/\/www.selectmetrix.com\/Coaching_Sales.html\" target=\"_blank\">coaching<\/a> sales managers. Sales managers simply need to hold their team accountable. They don&#8217;t need to be good at it, they just simply have to do it.<\/p>\n<p>And then we come to this:<\/p>\n<blockquote><p><strong>Measurement <\/strong>&#8211; It is important to measure the progress, growth, and impact each employee has on your organization. Rather than making subjective judgments about an employee&#8217;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.<\/p><\/blockquote>\n<p>Yes, we agree completely with this comment. Hence, we just released our new <a href=\"http:\/\/www.selectmetrix.com\/Sales_Dev_Plan.html\" target=\"_blank\">Sales Development Plan<\/a> to assist sales managers in this measurement.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>CareerBuilder.com approaches an important topic that is often placed on the back burner &#8211; 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&#8217;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&#8217;t need to be&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2006\/08\/reviews-and-development-plans\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[4,11],"tags":[],"class_list":["post-220","post","type-post","status-publish","format-standard","hentry","category-sales-management","category-team-management"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-3y","jetpack-related-posts":[{"id":1307,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/11\/it-is-review-time\/","url_meta":{"origin":220,"position":0},"title":"It Is Review Time","author":"Derrick Moe","date":"November 26, 2007","format":false,"excerpt":"It is that time of year again...no, not Christmas - employee reviews.\u00a0 This topic is of great interest to us in that we help companies on-ramp new sales hires.\u00a0 One of the key aspects of onramping is regular meetings or reviews.\u00a0 That is management 101. Yet, it is surprising how\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":517,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/12\/a-failure-to-communicate\/","url_meta":{"origin":220,"position":1},"title":"A Failure To Communicate","author":"Derrick Moe","date":"December 20, 2006","format":false,"excerpt":"From salary.com: 82% of managers believe they provide clear goals to their employees prior to their formal performance review, but only 46% of employees say the same. Nearly half of the employees surveyed said their performance has at some time been reviewed against goals that were not previously communicated. A\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":617,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/01\/the-selling-sales-manager-paradox\/","url_meta":{"origin":220,"position":2},"title":"The Selling Sales Manager Paradox","author":"Derrick Moe","date":"January 30, 2007","format":false,"excerpt":"We here at The Hire Sense are diehard hockey fans so pardon my analogy. Jacques Lemaire is the head coach of our Minnesota Wild. As head coach, he is obviously in charge of running practices, developing players, coaching during the game and, ultimately, winning games. He does all this without\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":564,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/01\/accountability\/","url_meta":{"origin":220,"position":3},"title":"Accountability","author":"Derrick Moe","date":"January 10, 2007","format":false,"excerpt":"Sales & Marketing Management offers this quick article - Avoiding Accountability Talks. First, the context of the article is the reluctance of employees (and managers) to engage in holding other employee's accountable. A couple of survey stats: 50 percent say they are afraid of negative outcomes. 16 percent say they\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":499,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/12\/empowering-the-sales-team\/","url_meta":{"origin":220,"position":4},"title":"Empowering The Sales Team","author":"Derrick Moe","date":"December 13, 2006","format":false,"excerpt":"Sales & Marketing Management has an excellent article out titled Break the Bureaucracy. The gist of the article is the revenue differences between companies that micromanage their team vs. companies that empower their team (especially sales). First, an intuitive point from the author: The result of this micromanaging? Young hires\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2614,"url":"http:\/\/selectmetrix.com\/blogs\/2015\/08\/do-great-salespeople-make-great-managers\/","url_meta":{"origin":220,"position":5},"title":"Do Great Salespeople Make Great Managers?","author":"Derrick Moe","date":"August 4, 2015","format":false,"excerpt":"That is an age-old question, isn\u2019t it?\u00a0 You can insert your favorite sports example here which typically involves a superstar\/Hall of Fame-caliber athlete who fails as a coach because the game came too easy to him.\u00a0 But does this analogy work in the sales arena also? This Sales & Marketing\u2026","rel":"","context":"In &quot;Aptitudes&quot;","block_context":{"text":"Aptitudes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/aptitudes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/220","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=220"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/220\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=220"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=220"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=220"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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