Sales Force Appraisal System

Abstract

Performance appraisal is an important control tool in all functional areas of an organization, more so in sales management, as it is an important area to be considered for an organization's bottom line, sales revenue, and profits. Having an integrated and holistic approach to a Sales Force Appraisal System (SFAS) is useful for motivating and retaining the sales force in a competitive environment, particularly with the use of IT in the appraisal process, referred to in the current context as automated SFAS. In this chapter, the authors look at the importance of such a system and how this approach has helped reap benefits in one of the organizations in the pharmaceutical industry. This model has immensely transformed the organization's environment into a high sales performance culture. Additionally, this model can serve as an addition to the existing literature on sales force performance appraisal and its role on sales management.