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

By Kimberly L. McCall

Opinions expressed by Entrepreneur contributors are their own.

Many sales managers regard performance reviews as a ghastlytask. The process has such a bad reputation, it's regularfodder for corporation-lampooning comic strip Dilbert. Inone scene from the comic, the boss in Dilbert's world says toemployee Alice, "Good news, Alice. I'm going to havequarterly performance reviews to boost morale."

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

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