7.2 KKN India Ltd. [Sales Force Performance Evaluation My salespeople should get maximum annual increments because western region sales haye given a maxi: mana salee growth of 25 per cent against the total company's sales growth of 15 per cent. Bess, westeen region has goneibured 35 percent of the total company sales, said Suresh Deshpande, regional sales mat ager (western region) to the general manager (sales), RV Apte “Wel, do appreciate that your salespeople’s performance has been exceptional and they should e suit ably eyaried. Bae that coes not mean salespeople from other regions are not performing well. The overall market potential and growth of western region is much higher as compared to other regions, For intans’s, eager regiorts market porevil index is 16 percent ofall dia, and its growrh i Limite That affece che sales performance of eastern region. The salespeople in eastern region do work hard, bu the results are noe as good as westera region", responded Apt. “But, Sir Lam only talking on behalf of my region andl may salespeople. Iam not aware of matket-condi- tions of other regions. Our performance evaluation method compares che actual sales with the previous year’s sales, and the market potential was not considered when the sales quotas were established. The Satesforce performance evaluation only measures the sales results, but not the effores of the salespeople. If efits are not measured, how can anytody say that particular salespersons arc spending adequate efforts in the sight direction! Perhaps there isa need to review our salesforce performance evaluation system. But, 2 pet our present system of evaluation f salesforce, my salespeople have shown a good performance over the revious year and should get maximum increments in thei salaries. | am giving you thetr individual per formance evaluation papers with a request to approve maximum possible inrements to them”, alvoeated Suresh for his salespeople. “Okay, [will look into this matter [ would like to see how you perform, if you are transferted to eastern region’, smiled Apte and moved over to the conference room for a meeting of general managers [Questions L. Do you agree to Suresh's point of view? 2. What improvements would you suggest to the existing system of performance evaluation of the} salespeople of this company?