Sales Performance Appraisal Template w3g3h

Sales Executives Performance Assessment - Nestlé Myanmar Co. Ltd. From 2014 - 2015 (1 year period) Employee

:

Aung Htet Zaw

Role

:

Sales Executive (Nescafé)

Date

:

1/9/2014

Department

:

Sales and Marketing Department, Yangon Division (Myanmar)

Appraiser Name

:

David Pettinari, Nestlé Myanmar Country Manager

Review Date

:

1/9/2015

Rating Scales : 

1 = Not yet competent



2 = Developing Competence



3 = Competent



4 = Above required competence



5 = Mastery

© 2014 Nestlé

Sales Executives Performance Assessment

Tasks / responsibilities Business Development:  Sales Target within 2014 – 2015  Introduction letters sent to prospective clients  Calls to prospective clients  Face to face meetings with prospective clients  Secondary actions / additional meetings, quotations, proposals, etc.

Customer Relationship Management  Builds relationships  Maintains with clients to identify future needs  Provides Customer service

Key outcomes / Measures / KPI’s     

   

© 2014 Nestlé

Actual Performance

300,000 Kyats in sales per month, 3,600,000 Kyats in sales per year 90 letters sent to retailers and wholesalers during the year 2014 2015 150 calls conducted during one year period 90 number of meetings lined up / conducted over one year period 40 number of secondary actions / additional meetings, quotations, proposals, etc. Demonstrates good listening skills / good communication skills and good rapport with clients Follows up with 25 existing clients (monthly and yearly) Accurately determines needs & delivers on clients’ needs, to the satisfaction of clients Nil complaints from clients / receives compliments / positive testimonials from clients

Sales Executives Performance Assessment

Tasks / responsibilities (Continued…) Product Knowledge  Develops understanding of Nestlé’s products  Conveys information about products & services to customers  Conducts presentations on the Nestlé’s products

Key outcomes / Measures / KPI’s    

Personal Characteristics  Initiative / motivation  Stress tolerance  Dependability / reliability  Integrity  Independence

    

Planning and Organising  Plans calls, meetings, etc.  Prepares quotes and proposals

 

© 2014 Nestlé

Actual Performance

Successfully completes training programmes on organisation’s products & services Consults with industry experts to develop knowledge further Effectively communicates knowledge to customers Is able to satisfactorily answer customer queries of Nestlé products Suggests & implements new ideas Remains calm & motivated despite call rejections Always punctual Treats clients & peers with respect and honours commitments made to them Can be relied upon to complete tasks without supervision Customer Relationship Management data entered (monthly/ yearly) Quotes completed accurately within 1 week of with client Sales Executives Performance Assessment

Discussion Points Employee’s comments: Describe your greatest achievements in the one year period (2014 – 2015)

 

Overreaching the monthly target with the sales of 400,000 Kyats for 4 months (September, October, December and April) Relationship with City Mart Supermarkets and Ocean Supermarkets clients successfully made

    

Having the opportunities of meeting varieties of clients and learning from seniors More on-the-job trainings and other work-related additional training provided by company Getting experiences by working with sales teams Job rotation to other Nestle branches in Asia Pacific Region Having the chance to try for the position of Division Sales and Marketing Manager (Myanmar)

Describe your employee’s greatest achievements of the one year period (2014 – 2015)



Successfully built the relationship with City Mart and Ocean Supermarkets clients in Yangon division with his sales team Overreached the monthly sales target in 4 months; September, October, December and April)

What are his / her greatest opportunities for the future?

    

What are your greatest opportunities for the future?

Manager’s comments:

© 2014 Nestlé



On-the-job trainings Customer relationship management trainings Nestle job rotation programme for sales executives Nestle corporate mentoring programme International training centre for sales and marketing courses and programmes Sales Executives Performance Assessment

© 2014 Nestlé

Sales Executives Performance Assessment

Development Agreement The following development needs have been discussed and agreed to be undertaken over the next months.

Areas for development

Actions

Communication skills



Employer Name and Signature:

© 2014 Nestlé

By when?

Employee Name and Signature:

Sales Executives Performance Assessment