18 September 2002

Scrap Your Performance Appraisal System

Performance reviews actually hurt your bottom line, so toss them in the trash can. Here's a better way to evaluate salespeople.

by Benson Smith and Tony Rutigliano
Authors of Discover Your Sales Strengths (Warner Books, 2003)
Virtually every company uses a performance appraisal system. But most systems don't work -- in fact, they're counterproductive. So take note: Gallup's smart strategies will help you create performance appraisals that build employee engagement, improve productivity, and lower turnover.
Tony Rutigliano, a Strategic Consultant with Gallup, is coauthor of Discover Your Sales Strengths (Warner Books, 2003).
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Benson Smith is coauthor of Discover Your Sales Strengths (Warner Books, 2003).
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