Performance evaluation is a continuous process. You need to do it at different intervals during the year. Depending on your organisation's policy it should be conducted on a quarterly or annual basis. Although the procedure may be to fill this report quarterly or annually, you need to evaluate your team members on a monthly basis. These monthly evaluations allow you to measure each person's sales and activities against the projections set jointly in the planning stage.

The quarterly and annual performance appraisal sessions will provide you with an opportunity to review what happened during the previous quarter year and plan for what needs to be done in the subsequent period. Though, performance appraisal is an important tool for salary revision its scope is much wider. Performance appraisal provides you with an opportunity to evaluate, coach and train your team members on a regular basis, on objective parameters.

The objectives of the performance appraisal session are:

• the assessment of sales performances of the team members against the targets

• the assessment of the implementation of the activities of the team members against the standards set in the beginning of the period

• the assessment of the skills (related to sales, planning etc.) of the team members based on the observations made during joint fieldwork

• the assessment of the knowledge (with regard to product and competition) based on the observations made during joint fieldwork