Marketing expert witness Don E. Smith, President, American Consulting Group, LLC, writes on THE LIMITATIONS OF USING SALES QUOTAS AS THE PRIMARY MEASURE OF PERFORMANCE:
ADDITIONAL QUALITATIVE EVALUATION OPTIONS Define qualitative evaluation measures appropriate for your business. Based on the judgment of your field and headquarters personnel, evaluate each of your distributors. Page 4, table 5.
IV. SUMMARIZE EACH DISTRIBUTOR’S STRENGTHS, AREAS TO IMPROVE AND ACTION PLAN Based on the quantitative and qualitative information, define each distributor’s strengths, areas to improve and action plan. Page 4, table 6. The National Sales Manager or another appropriate person develops the action plan jointly with each distributor. The action plan should be reviewed and revised quarterly.