Company Information

 Industry
 Competition
 Organization structure
 Marketing and sales & distribution hierarchy structure in organization [Tree diagram to be
drawn.]

Following Questions are to be asked with respect to both, sales people and sales manager.

1. Sales Manager
2. Sales People.

Assessment

1) Self Assessment

a) Do you have a formal performance appraisal system?

i) How is goal setting procedure?
ii) What is the procedure of self assessment?
iii) Get a copy of self assessment sheet if possible.
2) Organizational Assessment
a) How is assessment of sales person done by organization
b) Who is involved, immediate superior, HR personal?
c) What are the tools used in organizational assessment
i) Psychometric tests?
ii) MBTI test
iii) Results of previous goal setting
d) What is the procedure of succession planning? Is it only used for top executives or middle
level managers too?
3) What is the procedure for giving feedback to employee regarding assessment
4) How the analysis of data collected in organizational assessment made and how the results are
used in HRM and HRD?

Direction

Please explain in detail about the tools used by your organization from the below mentioned list

1) Quarterly Communication meets- or any other means for communication between higher
management and sales people.
2) Career Workshops
3) Individual Career Counselling
4) Career Information Services: Intranet or magazine used by company to post job openings or
training schedules
5) Skill Inventory: How they are made, maintained and used?
6) Is Career path options for every person in sales department charted out and explained to him?

Development

Please explain about tools used by your company for Human resource development

1) Mentoring: is there any formal or informal mentoring system

2) Training programs for sales people: Functional and Soft Skills
3) Job Enrichment and Job rotation
4) Executive education and MBA opportunities

Philosophy-Strengths [Advantages] - Weaknesses.

What is overall philosophy of organization regarding employees and what are current strengths and
weaknesses of the system?