Routine performance reviews helps managers provide feedback to their sales team and having a sales performance review template saves time by eliminating the need to create a new document from scratch each review period. However they are also used to standardize the process and promote consistent performance evaluation standards.
A sales performance review document is not as effective without performance tracking systems that track number of sales, revenue generated, profit per sale, and more. Using a CRM like Pipedrive automatically documents and stores sales metrics giving you the data you need for sales performance reviews. To find out if Pipedrive right for you, sign-up for a free trial.
Sales Performance Review Examples
There are a ton of performance review templates online, but there aren’t as many that are specifically customized for sales managers. The good thing here is that you can customize general purpose performance review templates with sales-specific performance key performance indicators or daily activities. You can use the following examples for inspiration.
Examples of Sales Performance Review Templates
Performance Review Template
Compares one review period to the next for at a glance improvement tracking
Uses question and answer format requiring complete answers to get staff thinking
Provides feedback in easy to digest bullet points
Includes retail-specific performance metrics
Allows you to create custom reviews based on sales performance attributes.
Here’s a list of general purpose and sales-specific templates great for sales managers:
1. Continuous Improvement Template
Best For: Sales managers wanting a B2B sales-specific template showing continuous improvement
Cost to Download: Free
This performance review template is great for sales managers looking for a B2B sales-specific performance review template they can use to conduct year-round continuous improvement reviews. B2B performance evaluation criteria includes things like pipeline development, following the sales process, and use of CRM. It also includes evaluating key sales skills like overcoming objections and understanding of target customer.
This continuous performance review includes pre-filled categories and options for simple check mark answers. These templates provide an easy way to come up with ratings as well as more uniformity than you get from reviews requiring more customized text. Also, because results are shown side-by-side, it’s also easier to see continuous improvement over time.
2. Questionnaire Performance Review Template
Best For: Sales managers needing a customizable questionnaire-based performance review that includes space for self-evaluation
Cost to Download: Free
Source: Criteria for Success
The questionnaire performance review template is great for sales managers looking for a general purpose performance review template they can customize that promotes deeper reflection. Unlike Excel-based templates that tend to utilize check marks or numeric ratings, this template requires reviewers slow down and think through their answers, and is a great option for managers who want their sales employees to perform a self-evaluation.
Unlike check mark reviews, this type of performance review provides answers that are custom to the individual allowing you to better understand their individual needs, challenges, and aspirations. However, they are harder to keep uniform and score using ratings.
3. Bullet-point Performance Review Template
Best For: Sales managers wanting a quick way to document and deliver a performance review
Cost to Download: Free to $49 per month
The Venngage performance review template is ideal if you’re looking for a quick way to do a performance review using bullet points. 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 sales managers.
Because this template is designed for short bullet points, feedback is easy to digest by employees and management alike. In addition, while this specific bullet point based performance review is designed to be used every three months, you can also choose to change the review period frequency to fit the needs of your team, giving you even more flexibility.
“Our quarterly one-on-one reviews are important milestones for us to get in touch with our realtors to ensure they are moving in the right direction, coping well with their work and family commitments and ensure we listen and connect with them as a friend and as a mentor. These sessions are very important as they allow us to spot potential challenges early, especially with newer realtors, or from time to time provide help to those who have personal crises to deal with.”
—Stuart Chng, Co-founder, Navis
4. Retail Sales Performance Review Template
Best For: Retail sales managers needing a retail specific performance review template
Cost to Download: Free, just log in to LinkedIn to download
Source: LinkedIn SlideShare
The retail sales performance evaluation template is designed for retail sales professionals. This is because this template includes topics like personal appearance, safety, and expense management, communication, and teamwork 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 freeform commentary.
Industry specific sales performance reviews like this one are used when you want to evaluate the performance of your sales team in a particular industry without having to add or take away much verbiage. In this case, because it already has retail sales verbiage, retail sales managers only need to perform a small amount of customizations. For example, you’ll want to add your own company or sales team related review areas so that it fits with your sales organization.
5. Detailed 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
Source: Sales Performance Assessment by MRG.com
This is more of a resource that is great for customizing or creating a sales specific performance review templates. This assessment walks you through all the critical areas in sales you should evaluate like prospecting, strategic approach, entrepreneurship, communication skills like being outgoing or attitude like being optimistic. It also includes being persuasive and production oriented. This resource can be used for review templates or for assessing sales candidates.
Pro Tip: Detailed assessments are a great tool for providing in-depth feedback to sales teams, but the best use questions that can be backed by facts rather than opinions. A CRM like a Pipedrive, which tracks sales activities automatically and offers built-in performance reports can then be a great resource to refer to when administering performance reviews.
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. These areas include employee information like name, title, and department. They should also include an area for goals, professional attributes you’re measuring, an area for feedback, and 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 HR 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 teams’ adherence to these attributes is something that should be documented and measured.
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. Ratings should reflect your thoughts on an established scale or system.
Explanations of Ratings
If you use a ratings system, be sure to include an explanation of what those ratings mean. For instance, if a one means outstanding and a five 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.
No matter what your template looks like, the topic areas above are key if you want to provide a review that is comprehensive, easy to complete, and easy to understand. When you’re customizing your own sales performance review template, you can add additional topic areas that meet your needs.
Tips for Creating Sales Performance Review Templates
If you decide not to use one of the sales performance examples in this article and create your own template, there are a few things you should keep in mind. A couple of things to consider include incorporating topic areas that are critical to your sales organization and making sure you have a system that’s easy to pinpoint a rating. These things are important if you expect to create a document that’s both easy to use and useful for conducting sales performance reviews.
Here are a few tips to keep in mind:
- Decide on the best format for you and your sales team: Give some thought and then decide on the best format to use. If your sales culture is fast-paced and likes at-a-glance content, make sure your sales performance template reflects this.
- Work with HR to determine an appropriate rating scale: To ensure you’re in alignment with how the rest of the company measures performance, work with HR on your rating scale.
- Work with HR to ensure compliance with company standards: When creating your template, work with HR to ensure it meets all company standards and guidelines.
- Include instructions as part of your template: Make sure your template has instructions, especially if now or in the near future someone other than you will be using it to deliver sales performance reviews.
- Provide training to new managers and sales reps: Offer training to new managers and orientation to sales reps so everyone is on the same page when it comes to delivering a performance review.
- Make Templates Read-only: To avoid having someone’s performance review circulated, make performance review templates read-only.
Frequently Asked Questions
What’s the Advantage of Sales Performance Review Templates
Using a sales performance template saves time so that you don’t have to create performance review documents with each review. It also ensures that everyone in the sales organization is using the same set of standards to do performance reviews.
Where Do I Get Metrics for My Sales Performance Review
Sales performance review metrics are found in a variety of places including business intelligence tools and CRM software like Pipedrive, where sales metrics are tracked automatically.
How Often Should I Perform a Sales Performance Review
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 may be 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 like sales activities and achieving revenue and profit goals while other parts of the organization may be evaluated based on other metrics like number of support tickets resolved for customer support professionals.
How do I improve my team’s performance
You can start by setting sales quotas for your team so they have a specific goal to achieve. This should improve performance because it will hold them accountable for achieving their goals. See our article on setting sales quotas for more information on doing this.
Performance review templates for sales managers 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 sales performance examples presented here and tips on what to include should you decide to create your own, you’re bound to come up with the best sales performance review template that’s right for your sales organization.
A sales performance review template is only as good as metrics and observations to support it. In fast-paced B2B sales, it helps to have a CRM like Pipedrive to automatically track sales metrics for your team, making it easy for you to access the individual performance data you need. Check-out Pipedrive to see if it’s right for your sales performance tracking needs.