The Quarterly Sales Performance Review Template
Performance reviews can at times be painful, but they should never simply be box ticking exercises. Instead, they can be an opportunity to reflect on performance without it needing to be a "difficult conversation".
Used in a regular cadence, they can help drive focussed improvement on skills and performance and help everyone understand what is expected of them.
Use this template to add some structure to your reviews, as well as tracking ongoing progress & improvement, without any of the need to build something.
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Using the template
Don't settle for anything less than a good mutual understanding of performance, either for your team or from your manager, it's super easy to get started. Just make your copy from Google Sheets or download it to Microsoft Excel.
1. Review Goals
For each quarter you'll have hard goals (like closed revenue, opportunities generated or pipeline created), and potential soft goals (things like good conversations, average dials or email sends, although the last two are easily gamed)
You can set and monitor your own goals, and this can be used to track quarterly performance.
If you're looking to tie these into commission plans, why not take a look at our Commission Plan Template for both AEs and SDRs!
2. Assess Skills
These can be tailored to your organisation, however we've given you quite a lot to get going with.
We'd probably recommend narrowing down from the list, to keep progress & feedback targeted.
Both sides of the review need to score in this area, and it's recommended that that the manager goes second and rates live in the review, providing justification, examples and feedback as they go.
This is the most important (and potentially subjective) part of the review, so make sure to spend the time on this properly!
3. Decide Actions
You've gone through your targets, and had an honest discussion about skills. Rome wasn't built in a day, and neither are top class sales people. Here you can choose where you want to put the priority on improving.
This is your opportunity to identify what needs the most focus, as well as putting "why" in writing. Sales is a team sport though, which is why the next most important part is how management will support in achieving the focus.
The reviewee actions are next on the list, before finally jointly defining what success should look like.
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