Effort Goals

Bart Wilson

When building scorecards for performance reviews, it's important to blend a mix of performance and effort objectives. How do you determine that mix? What effort metrics are you tracking and how?

Jason Volny

@Bart I would say 50:50 is a good rule. With that said, every organization and department is different. What works for one, may not work for another. 

Morgan Hardy

@Jason- what effort goals have you used?

Derrick Woolfson

Results are a part of sales, but as you know - their sales can fluctuate from a myriad of factors. That said, it should be about defining personal goals and at the time of each review looking to see what if any goals s/he has accomplished. 

Bart Wilson

@morgan, I would think about some of the activities that need to be accomplished for goal completion. For example, if you're measuring appointment percentage, can you also measure call volume? Or if you are measuring closing percentage, you should measure how many guests the salesperson talks to you. That helps you get a check and balance.

Chris K Leslie

Seems like CRMs have a real hard time providing accurate reports for these things. How do you suggest getting the data? 

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