A sales performance review template gives you a structure to analyze progress on goals and areas for improvement and identify new opportunities in the sales department.
Let’s learn more about performance reviews and use some great templates to get started.
Table of contentA sales performance review could be a monthly, quarterly, or annual meeting between the sales manager, the sales team, and individual sales reps. Sales leaders will guide the team through a specific time frame and evaluate the progress they’ve made with the goals set at the beginning of the period.
For the sales reps, it’s an opportunity to bring forth any particular wins or challenges and understand the goals that need to be set for the next period.
It’s the perfect time to reassess essential areas such as sales processes, team-wide productivity, and personal development, and to start doing what the highest performing sales teams do.
An efficient way to measure the performance of sales staff is to look at the right metrics. However, a sales manager’s problem isn’t lack of data; it’s the abundance of it.
With all the latest sales software and tools, there are tons of available data points such as cohort retention rate, sales velocity, average hiring time, and more.
Narrowing your focus to what’s important can ensure you look at the right numbers that align with your goals. Here are four of the most critical sales performance review metrics that your team should be measuring.
Knowing whether your sales team is efficiently meeting the sales quota or struggling with it can tell you whether your goals are too high or low.
For example, if less than 60% of your team is meeting the quota, then it’s likely that your goals are unrealistic. And if 100% of your team met their sales quota, you either have a brilliant team or your goals aren’t challenging enough.
You can calculate this by dividing your total number of deals by the total dollar value of those deals.
Checking these goals regularly will tell you whether your contracts are getting smaller, larger, or staying the same. It’ll also help you gauge the performance of your salespeople.
This measures what percentage of your leads turn into paying customers.
For example, if you get 500 leads every month and, on average, 5 of those convert into business, then your conversion rate is 1%. This metric will help you identify the number of leads you’ll need to meet your revenue targets.
At the end of the day, it all comes down to revenue. You’ll have to consider multiple factors here, such as percentage of new business, the average deal size of that business, upsell, cross-sell, expansion, renewal percentage. Your business goals will determine which of these numbers needs the most attention.
Sales performance evaluation is a review based on a salesperson’s performance in a given time frame.
In a competitive market, even the best products barely sell themselves. However, a great product paired with a qualified team can virtually sell anything.
Performance evaluations help managers understand and gauge the performance of their team.
It gives them a structure to identify members who’re exceeding expectations and those who’re failing to meet the desired results.
Here are some reasons why performance evaluations are important in sales:
Sales reviews are usually laced with a bit of stress for both the manager and their team. However, reviews are a valuable business process that can improve sales productivity in the long run.
Hit on the following factors to write a good sales performance review:
A performance review template is a tool that allows sales managers and their team to objectively evaluate a rep’s performance.
It allows managers to view the goals, results, and process from a bird’s eye view. It provides a framework to determine an rep’s areas of weakness and strengths.
Performance review templates help guide the process of sales performance evaluation by highlighting the right items to discuss.
Without consistently reviewing the quality of sales activities, time management, and progress, there’s no concrete way to monitor and improve sales success.
Listed below are four engaging performance review templates that you can use as a starting point for your review process.
These useful scorecards will help you set success criteria for reps and evaluate each call according to that criteria.
The spreadsheet includes:
You can add your own questions or criteria to expand this template.
This quarterly sales rep review and coaching template help sales managers manage and coach their team to improve performance consistently.
The template includes:
A self-assessment template gives each sales representative an outline to reflect on their performance and identify wins, challenges, and opportunities for personal success.
This template includes:
This is one of the most comprehensive sales performance review templates based on the principle that one’s own insight empowers development.
This template includes 24 sales practices where the sales representative must score themselves based on how they approach their sales role on a day-to-day basis.
This sales performance review template offers a stringent framework to review self and peers across different tactical and qualitative traits.
This template includes:
While performance review has been a standard practice for decades, most sales teams miss the fine line between a valuable review and an unhelpful one.
When done well, performance reviews can drive incredible team growth and success. Here are some tips to make the most of your sales performance reviews:
Your team is your greatest asset. However, ongoing employee management can be a major challenge, and that’s where reviews come into play. To recap:
With Dooly, you get access to the full deal narrative with a history of all the notes taken, deal vitals, deal highlights, upcoming meetings, and key fields all in one place. And you can view your team’s pipeline in one place. With all that information at hand, conducting sales performance reviews is easy. See Dooly in action.
Join the thousands of top-performing AEs who use Dooly every day to stay more organized, instantly update their pipeline, and spend more time selling instead of mindless admin work. Try Dooly free, no credit card required. Or, Request a demo to speak with a Dooly product expert right now.
Diego Pineda is the author of two novels, 9 non-fiction books, and hundreds of articles and blogs as a science writer, a business writer, and a sales and marketing writer. He's passionate about thought leadership and his latest book is "The Solo Author: How Solopreneurs Earn Money and Authority with a Book Ecosystem."
