Based on the following job description and list of competencies for a software sales position, please create a performance appraisal form that contains the basic components

(Table 6-1) as well as the desirable features of a performance appraisal form (Table 6-2).

Job description: Responsible for selling company software programs to schools in designated districts. Individuals are responsible for project managing the preparation of customized sales material for each school in their districts. Salespeople are also responsible for preparing and giving sales presentations to relevant district employees. Finally, the salesperson is responsible for identifying and cultivating key relationships in his/her districts.

Competencies:
• Project Management: organizes and plans projects, completes in timely fashion, and performs at a high quality level
• Sales Performance: total sales meet company standards, and demonstrates aggressive but ethical sales practice
• New Clients: makes in-roads into school districts, schedules presentations to prospective clients, and closes contracts
• Client Relationships: maintains effective client relationships, able to upgrade and deliver new services to clients, and receives praise from clients
• Technical Expertise: understands software packages, able to teach clients how to best use software, and can troubleshoot with clients
What will be an ideal response?

Note: This form includes possible information for the overall rating provided to the hypothetical employee in question 6.39. Note that the respondent may provide very different information and ratings, which are acceptable as long as the information provided is consistent with the ratings.

Performance Review Form
Employee Name: ________________________
Title: __________________________________
Manager: ______________________________
Date of Appraisal Meeting: _________________

Employee Performance Reviews improve employee performance and development by encouraging communication, establishing performance expectations, identifying developmental needs, and setting goals to improve performance.

Use the form below to list examples of outstanding performance or achievements, as well as areas of performance that need improvement. Please provide open comments on your employee's performance. Complete each section and list examples of performance where applicable.

1. Job Description/Key Responsibilities/Required Tasks:

Responsible for selling company software programs to schools in designated districts. Individuals are responsible for project managing the preparation of customized sales material for each school in their districts. Salespeople are also responsible for preparing and giving sales presentations to relevant district employees. Finally, the salesperson is responsible for identifying and cultivating key relationships in his/her districts.

2. Note expected accomplishments versus actual accomplishments (Please rate as Did not meet expectations—1, Met expectations—2, or Exceeded expectations—3 and provide comments):

Sally was expected to reach a reasonable amount of sales in all of her districts, and she performed at a lower rate compared to her peers. She did establish new relationships with several districts previously using other software companies. She gave an acceptable number of sales presentations and her sales materials meet company standards.

3. List the areas where the employee developed, such that they will be able to take on additional responsibilities or be eligible for high-profile assignments:

Sally made significant strides developing new relationships within inner city school districts and she will receive three more new inner city school districts as a result of her accomplishments.

4. Areas of development for upcoming quarter (i.e., communication skills, teamwork, project management skills, budgeting experience, etc.):

Sally must raise her sales figures in the upcoming quarter. She must also improve her technical expertise and her ability to tailor her sales presentations to her clients.

5. Goals for upcoming quarter (Please list S.M.A .R.T. goals):

She will enroll in and successfully complete the "Closing Sales Part II" training course by the end of the first month in the quarter. She will also follow a more experienced salesperson on two sales calls during the first two weeks of the second month in the quarter. She will improve her sales figures in two of her five current districts by the end of the quarter.

Please circle the number below that best describes the employee's performance in the following areas. (Please see attached job description for definitions of the following competencies and behavioral indicators that signal the presence of the following competencies):

Competencies & Indicators Needs Improvement Acceptable Excellent
Project Management: meets project deadlines, keeps stakeholders up-to-date on developments, holds organized project meetings 1 2 3
Sales Performance: clients comment positively on performance, organizes sales material, demonstrates good persuasion skills, tailors presentations to clients 1 2 3
New Clients: seeks out new clients, attends conferences to build relationships, closes new contracts 1 2 3
Client Relationships: receives high customer service ratings, gives excellent customer service, upgrades services to clients as needed, clients ask for by name 1 2 3
Technical Expertise: answers questions about software, successfully teaches new team members and clients software attributes 1 2 3

Average Performance Score Including Key Accountabilities 2
Employee Use Only

Please provide comments and examples of behaviors to describe your performance in the past quarter.

________________________ ________ _____________________ _______
Manager Signature Date Employee Signature Date