Assignment:
You are a sales manager in the electronics industry. Your firm had a salesperson in the far western U.S. who everyone thought was a high performer. Every year he sent in his forecast, which was slighty higher than the year before , and every year he achieved that sales goal and received a nice evaluation and raise. Finally he salesperson retired and a replacement was reassigned. In the first year, he increased sales by 50% and in the second year he doubled the previous salesperson's output. Based on this answer the following:
1) List and describe five pipeline analysis evaluation criteria that would have allowed you , the sales manager, to more accurately assess the salesperson's performance.
2) What would these evaluation criteria tell you about the pprevious and current sales rep?