Routine performance reviews help managers provide feedback to their sales team and identify areas of high performance or where improvement is needed. Having a performance review template saves time by eliminating the need to create a new document from scratch each review period. They are also used to standardize the sales performance management process and promote consistent performance evaluation standards.
Did you know? According to Gallup, employees prefer more frequent feedback and evaluation. They are 5.2 times more likely to agree with their managers when they receive meaningful feedback, 3.2 times more likely to feel motivated at work, and 2.7 times more likely to be more engaged in the workplace when they receive weekly rather than annual feedback.
Sales Performance Review Examples
There is no shortage of performance review templates online, but there aren’t as many that are specifically customized for sales managers. However, you can often customize a general purpose performance review template with sales-specific key metrics or daily activities.
To save you time, here’s a list of our favorite templates and how they help sales leaders measure and improve the performance of their teams:
1. Continuous Improvement Template
Best for: Sales managers wanting a business-to-business (B2B) sales-specific template showing continuous improvement
Cost to download: Free
Download from HubSpot
This performance review template is great for sales managers looking for a B2B sales-specific review template to conduct year-round continuous improvement reviews. Performance evaluation criteria include things such as pipeline development, deals closed, and phone calls made. This template includes prefilled categories and options for simple check mark answers. Also, since results are shown side by side, it’s easy to track improvement over time.
2. Self-assessment Performance Review Template
Best for: Sales managers who want to provide sales reps with the opportunity to assess their own performance to facilitate a conversation about strengths and weaknesses
Cost to download: Free
Download from Quantum Workplace
Self-assessment performance reviews give salespeople the chance to review and reflect upon their own performance. It also helps foster a mindset where team members reflect on how they can improve on a regular basis and sets the stage for productive conversations with their sales manager.
3. Quarterly Performance Review Template
Format: Online and downloadable and PDF and PNG on paid plans
Best for: Sales managers wanting a quick way to document and deliver a performance review
Cost to download: Free to $49 per month
Download from Venngage.com
The performance review template is ideal for sales management leaders looking for a quick way to document a quarterly sales performance review on one page. This template offers more customization potential than a template requiring only check marks and numeric ratings next to static text. While it is a general purpose performance review template, this makes it easy to tailor it to the needs of each team.
4. Retail Sales Performance Review Template
Format: Word and PDF
Best for: Retail sales managers needing a retail specific performance review template
Cost to download: Free; log in to LinkedIn to download
Download LinkedIn SlideShare template
This template is designed for retail sales professionals. It includes topics such as personal appearance, safety, expense management, communication, and teamwork—all of which are more applicable in a retail sales setting than in other settings. In addition to sections with check boxes, there’s also a place for free form commentary.
5. Custom Sales Performance Assessment
Best for: Managers wanting a resource for creating a custom and comprehensive performance review template designed for sales professionals
Cost to download: Free
Download the Sales Performance Assessment by MRG.com
This template is a great resource for customizing a sales performance review. This assessment walks you through all the critical areas in sales you should evaluate, such as prospecting, strategic approach, entrepreneurship, and communication skills. It provides detailed scoring that sales team members and their managers can analyze to identify strengths and areas for improvement.
Detailed assessments are an excellent tool for providing in-depth feedback to sales teams, but the best performance assessments are based on facts, rather than opinions. Customer relationship management (CRM) software such as Pipedrive tracks sales activities automatically, making them a great resource to refer to when administering performance reviews. Visit their website to learn more.
How to Create Your Own Performance Review Template
Regardless of the type of performance review template you choose, keep in mind that all sales performance templates should contain several topic areas. They should also include an area for goals, professional attributes you’re measuring, and an area for feedback, ratings, and their explanations.
Below are additional details on the contents of sales performance templates:
Employee & Manager Information
All sales performance templates should have a space for employee and manager information like name, title, signature, date, and department. This is important because sales performance reviews are submitted to human resources and become part of the sales professional’s employment record. Not including this information can lead to a team member not receiving their raise or credit for the hard work they’ve done.
Goals & Achievements
All performance reviews should have goals and actual achievements. Goals should be SMART: specific, measurable, attainable, relevant, and timely. A space for goals needs to be in the performance review template so that agreed-upon goals are documented and compared to actual achievements. For instance, if your goal is to generate $17 million in revenue by year-end, this should be documented on the performance review.
In addition to goals, you’ll also need to measure key attributes for your sales team. For instance, if it’s critical for pipelines to be updated or for all opportunities to be tracked in your CRM, or for your sales team to have a positive, can-do attitude, your sales team’s adherence to these attributes is something that should be documented and measured.
Feedback & Ratings
Sales performance review templates must have a space for feedback. It is important for individuals on your sales team to know what your thoughts are on their performance, whether it’s through commentary or ratings. Feedback should give details on what you thought of their performance compared to benchmarks.
Explanations of Ratings
If you use a ratings system, be sure to include an explanation of what those ratings mean. For instance, if a 1 means outstanding and a 5 means poor, you need to have this fully spelled out in your performance review template so that you and other managers fill it out properly and so that your sales team understands how well or poorly they performed.
Pro tip: Learn more about how to conduct effective performance reviews in our comprehensive article for sales leaders.
Sales Performance Management & Motivation Software
While you can download and customize any sales performance template, there is also software available to help automate the process, provide accurate data for your reviews, and motivate your team. Here are three tools you try out to see if they are a fit for your business:
LevelEleven is performance management software that gives sales teams the ability to motivate their employees, fosters engagement, and provides real-time data and analytics. It also includes gamification features, actionable insights, and robust customer support.
Ambition is another sales performance management platform that works well for metric-focused teams. It offers scoreboards and leaderboards for gamification, coaching sessions, custom goals, a rewards system, and dashboards.
3. Xactly Incent
Xactly Incent is one more sales performance management tool well suited for larger sales teams. It offers territory-specific performance management, customizable incentive programs to help sales leaders motivate and reward their team, and sales benchmarking to help build compensation plans and compare performance of team members.
Frequently Asked Questions (FAQs)
Where do I find metrics for my sales performance reviews?
Sales performance review metrics are found in a variety of places, including business intelligence tools and CRM software such as Pipedrive, where sales metrics are tracked automatically.
How often should I perform sales performance reviews?
The frequency in which you perform sales performance reviews depends on your company and sales organization. If you want sales goals to remain top of mind, it’s a good idea to do them quarterly on an informal basis and annually on a formal basis.
How are sales performance reviews different from other reviews?
Sales performance reviews are heavily tied to metrics such as sales activities and achieving revenue and profit goals. Other parts of the organization may be evaluated based on other metrics like number of support tickets resolved for customer support professionals.
Performance review templates are helpful because they save time and keep everyone on the same page. They’re also great for giving you ideas on what to include in your own sales performance template. With the examples presented here, tips on what to include if you decide to create your own template, and software you can use to motivate your team and access accurate data, you’ll be able to design a template that’s right for your sales organization.
A sales performance review template is only as good as metrics and observations that support it. In fast-paced B2B sales, it helps to have a CRM such as Pipedrive to automatically track sales metrics for your team, making it easy for you to access the individual performance data you need. Visit Pipedrive to learn more and start a free trial today.