Summarize this please:

Assessment usingqualitative performance measuresfalls into two groups. For both groups, management may wish to set targets for their sales team. One group is a set of input measures which are essentially diagnostic in nature - they help to provide indications of why performance is below standard. Key output measures relate to sales and profit performance. Most companies use a combination of input (behav-

ioural) and output measures to evaluate their salesforces. for individual salespeople include the following:

salesrevenueachieved profitsgenerated percentagegrossprofitmarginachieved salesperpotentialaccount salesperactiveaccount salesrevenueasapercentageofsalespotential numberoforders salestonewcustomers numberofnewcustomers.

Specific output measures

All of these measures relate to output. The second group of measures relates to input and includes:

numberofcallsmade callsperpotentialaccount callsperactiveaccount numberofquotations(inpart,anoutputmeasurealso) numberofcallsonprospects.