You know they’re important. HR is on your case about getting them done. But, they’re time consuming, uncomfortable, and disorganized. And as a manager, you have more important things to focus on right now.
We’re talking about the dreaded performance review.
They’re among the most underused levers for affecting behavior in most organizations. Reviews encourage people to play by the company rules, stop bad habits, set priorities, and clarify accountabilities owned by the rep versus the manager or the firm. Doing performance reviews well reinforces effective leadership skills.
I recently published my new book, Aligning Strategy and Sales, and its entire tenth chapter focuses on performance reviews. Pulling from that section, here’s a guide for what to do before, during, and after the review.