When it comes to measuring employee performance, there is often one key element companies fail to evaluate.
In this article, Inc.’s Jeff Haden explains why employers should make sales skills a focal point of every employee’s performance review, regardless of whether or not the employee is in sales or not. “Every employee can and should play a role in generating sales, especially in a small business — no matter what job they perform,” he argue, using a story of how a service technician — not a salesperson — was recently able to close him on a sale as an example.
Adding sales skills and evaluation as a focus of employee performance reviews allows you to “identify specific ways your employees can solve problems or provide additional benefits — in short, generate additional sales and revenue — and give them the tools to complete those sales on their own,” Haden writes. “[Then] you can measure and, more importantly, reward the employees who generate additional revenue–even if they aren’t salespeople.”