Performance Appraisal Training Courses – Assessing the Candidate Excercise

by ltconsulting on September 25, 2012

This one-day appraisal course will teach delegates how to raise the motivation of employees and improve performance through setting objectives; giving effective feedback and praise. Our performance management course also provides tips and techniques for managing conflict in appraisals as well as showing delegates how to write effective performance reviews quickly, easily and effectively.  Delegates who have taken our appraisal courses have gone on to see a dramatic increase in staff performancethrough applying the strategies they have learnt in the art of ‘appraising employees successfully’.

EXERCISE

Assessing the candidate: Read the following scenario and assess the candidate based on the information given.

You are the Sales Manager of ‘The South East London Gazette’, one of the oldest newspapers in London and has a circulation of 360,000 copies delivered free each week. The advertising sales team consists of six sales representatives and a manager.

Responsibilities of the sales team:

  • contacting your customers regularly(once a fortnight)
  • hitting weekly sales targets
  • accurate paperwork submitted on time every Friday
  • making appointments with 10 new clients per month and selling to at least 3 of them
  • punctual time keeping
  • attending two sales meetings per week

Toni Clarke – Senior Sales Representative

You are about to have an appraisal with Senior Sales Representative, Toni Clarke. You have become concerned about her recent results. They have been disappointing over the last 6 months and she is just over target; but she has lost two of her major advertisers in the last year which accounted for 15% of her advertising revenue. You’ve had to speak to her recently regarding the quality of her paperwork and she promised to improve this aspect of her job. You feel she would make a good management development candidate but needs to become more dependable in both her paperwork and timekeeping before she can be considered. You have a major sales launch in two months and need someone to help plan and organise the event which will mean an extra commitment from her of doing this and her regular job (as she can’t afford to take time of her normal duties).

 

Her recent results are below:

Target                         Achieved

% of target                                                     100%                           101%

New business appointments/month      10                                2

New customer sales/month                      3                                  1

New business revenue/wk                        £5,000                         £4,500

 

When assessing Toni, take into account both ‘internal’ and ‘external’ factors that affected performance and use these as a basis for setting performance and developmental objectives for her. You need to be sure of the factors that you will use to assess and review her performance. You have 15 minutes for this exercise:

1. Based only on the information given to you, what aspects of Toni’s performance and behaviour would you consider appropriate to address on the appraisal?

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2. What criteria/data/evidence would you use to back up your assessment of Toni’s performance and behaviour?

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3. What external factors have affected Toni’s performance?

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4. What targets/objectives would you set Toni?

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Performance Appraisal Training Courses

When it comes to employee performance appraisals, setting SMART objectives and giving constructive feedback are essential skills for any manager and our appraisal training courses show delegates how to carry out appraisal and performance reviews successfully.

Course Dates

  • November 1, 2017
  • November 28, 2017
  • December 12, 2017
  • January 9, 2018
  • February 13, 2018
  • March 13, 2018
  • April 10, 2018

Who will benefit from the course?

Our appraisal training seminars enable delegates to understand the processes which will make them more effective and increase their confidence and sense of achievement. Anyone who needs to master the principles and practices of an effective performance review; including senior/junior managers, supervisors, training/hr managers, directors, administrative and technical staff.

What will delegates learn?

  • how to structure the interview
  • how to build rapport and relax the appraisee
  • how to avoid appraisal pitfalls
  • how to praise and criticise constructively
  • how to pre-empt and handle difficult situations
  • how to complete the appraisal form clearly and objectively
  • how to ensure great performance is maintained after the appraisal

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