Consumer and Retail

Sales Force Performance Assessment

Our client, a leading company in the Mass Market sector, more precisely in  commercial distribution to Hotels, Restaurants and Bars,  was willing to extend its Performance Assessment Model to the Sales Force and  standardize it throughout the organization. The sales force had its own assessment method based on commercial KPIs fulfillment.

The system to be applied had to follow the Competency Model, that was applied to the rest of the organization and Commercial Directors did not consider it to be very consistent with the commercial team’s daily performance.