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OK, Let's Review

Appraising your sales staff's performance doesn't have to be the biggest pain in anybody's year.

This story appears in the October 2002 issue of Entrepreneur. Subscribe »

Many sales managers regard performance reviews as a ghastly task. The process has such a bad reputation, it's regular fodder for corporation-lampooning comic strip Dilbert. In one scene from the comic, the boss in Dilbert's world says to employee Alice, "Good news, Alice. I'm going to have quarterly performance reviews to boost morale."

Alice's reply: "Wow! In addition to working 16 hours a day in this big box, now I'll get 300 percent more criticism."

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