Performance standards are needed to compare actual performance and benchmarked standards. Basically, performance standards can be categorized as internal and external measures. The industry average, past performance, and managerial expectations lie under internal measures and customer satisfaction and societal satisfaction lies under external measures. The industry average, managerial expectations, and customer satisfaction are relevant for sales managers.
The industry average performance standards compare the sales manager with similar benchmarked jobs in the same industry. Comparison with others gives where the sales manager is lacking behind or ahead of the rivals. This helps the managers to do jobs better and identifies if there is a need for training or mentoring. Clearly, the industry average performance highlights the areas where the sales manager is meeting, lacking behind, and surpassing the objectives.
The line of sight of employer and employer should be the same so that the company mission and objectives can be achieved. The managerial expectation is the set of statements which reflects the expectation and anticipation for the future. Following instructions and directions from the management will lead to better performance. The performance will be reliable and measurable since the base is followed as per the instructions standards. The learning about and the practice, and encouraging the subordinates is an important method to pass the managerial expectation to them.
The key importance in today's business is customer first, so it is mostly for the sales manager to satisfy the customers. Customer satisfaction in one of the most important measures of performance of the sales manager. The number of happy customers the more the business grows. The satisfied customer shows the sales level of the company and the best tool to measure the company and the employees performance.
