A Comparison and Expansion of the Bases Used for Evaluating Salespeople's Performance

Evaluating the performance of salespeople is more important today than ever before because of substantial changes in technology, team selling, services selling, and perspectives on evaluations. Therefore, in this study, we collected data from sales managers in a wide variety of industries to assess the effect of these changes on the evaluation bases managers use. Findings indicate the importance of relationships and salesperson efficiency on the value of salespeople to the firm, the effect of a growing service sector, and the effect of team selling on performance and evaluation. Finally, we discuss the increased role of customer evaluations and provide implications and suggestions for further research