Performance Measurement by Sales Force Competencies

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A need in organizations is the assessment of individual performance and achievements in the sales force; for this, measuring performance by competencies in a simple, objective and reliable way is the first step for effective decision making. The design of support structures for the evaluation provides more security for those who want to develop tools and methods of performance evaluation that fit sales processes in various areas of the industry.In Mexico, the automotive companies are part of the strategic areas due to their capacity to generate employment and products that contribute to international competitiveness, hence the interest in focusing in this book the development of a proposal that is based on the sales process and the characteristics of the sales position obtained from a study in companies of the line of business. As a result, the Performance Evaluation System by Competencies for the Sales Force (EDV) was created, from which an explanation is provided for the adequate use and operation of the system, with the only intention of proposing a functional and adjustable alternative to the reader’s needs.