Sales Negotiation Performance Rubric
This rubric aims to quantify and evaluate the efficiency and effectiveness of the sales department within the organization. This tool provides a structured method for assessing individual and team performance on key sales metrics.
Key Performance Indicators (KPIs) |
Metric | Below Expectations (1-2 Points) | Meets Expectations (3-4 Points) | Exceeds Expectations (5-6 Points) |
Monthly Sales Quota | Less than 70% of quota met | 70%-99% of quota met | 100% or more of quota met |
Revenue Growth | Negative growth | 0-5% growth | Over 5% growth |
New Customer Acquisition | Less than 5 new accounts | 5-10 new accounts | More than 10 new accounts |
Customer Relationship Management (CRM) |
Metric | Below Expectations (1-2 Points) | Meets Expectations (3-4 Points) | Exceeds Expectations (5-6 Points) |
Customer Retention Rate | Below 70% | 70%-89% | 90% or above |
Customer Satisfaction Survey | Below 3 stars | 3-4 stars | 4.5-5 stars |
Upsell/Cross-sell Rate | Less than 10% | 10%-20% | Over 20% |
Skill Development |
Metric | Below Expectations (1-2 Points) | Meets Expectations (3-4 Points) | Exceeds Expectations (5-6 Points) |
Product Knowledge | Lacking in product understanding | Adequate product knowledge | Exceptional product knowledge |
Sales Techniques | Inconsistent or ineffective | Consistently effective | Highly innovative and effective |
Training Attendance | Less than 70% | 70%-89% | 90% or above |
Team Collaboration |
Metric | Below Expectations (1-2 Points) | Meets Expectations (3-4 Points) | Exceeds Expectations (5-6 Points) |
Interdepartmental Cooperation | Poor communication or teamwork | Adequate cooperation | Exceptional teamwork and cooperation |
Peer Reviews | Negative feedback from colleagues | Mixed reviews | Highly positive reviews |
Team Sales Goals | Rarely contributes | Contributes adequately | Major contributor |
To compute the final performance score, the evaluator should tally the points awarded in each category. Actions for improvement or commendation will be determined based on the cumulative score.
24-48 points: Meets Expectations
49-72 points: Exceeds Expectations
Below 24 points: Below Expectations
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