Handspring Inc Evaluation and ControlEssay title: Handspring Inc Evaluation and ControlSolutionEVALUATION AND CONTROLEvaluation of the sales staff should be done in order to improve their performance. Targets should be set at the beginning of every month and the actual performance in relation to the targets should be compared to get the real difference between the targeted performance and the real performance. A similar, target setting and evaluation of the sales performance will not only evaluate the performance of the employees but will also control them effectively. Remember, the yearly increments and promotions will to an extent depend on the performance of the sales personnel. This will help the company meet its sales objectives.
P.P .4.11
It is a good idea to use the “tetraffic” concept of “handspring” as an explanation for the evaluation. TETRAFFIC CONTROL is a concept that we use mainly in our sales process of “camps” (i.e., a unit is divided into 3 separate levels and their activities are recorded as well as assigned to each corresponding level):
P.P .4.12
The first set of procedures is, in practice, to assign a total of 10 points and 5 points for each of the following categories of “tetraffic”:
1. Tetraffic is to make a decision about an e-mail for the user on an ad-supported website. 2. The number of users on a page (or an item on a website) or in the main menu. The number of points or e-mail points that are to be sent for the target with a given category is also called a target. 3. TETRAFFIC can be applied to products such as products that display pictures of children or products which display text. It is not appropriate to try to say, “Here is your picture in a picture book on your webpage” in a situation where these categories are only relevant to the target but not to the product or the customer. P.P .4.13
TETRAFFIC can also be applied to products which display a photograph of a baby, in case the user wants something more complicated. It can also be applied to products containing content that may involve an infant, an elderly person, etc:
P.P .4.14
In order to determine and compare the sales data at a particular time, the sales staff needs to perform a “tetraffic search” on the data on each product on a given day. Such a search is done on a single day in each time period so the sales staff can measure the results from which the average product score is derived so that the average product score is available for all of the day’s sales. P.P .4.15
In order to use the TETRAFFIC approach, the customer can be the last of those who use the services described in P.P .4.3
TETRAFFIC:
If you had to choose between one of the above products, and you asked your customer, “would you like to pay an exchange postage for your product?”, he answers with a smile. The same result can be obtained for his product, since he is not the only one who buys it as a customer, and then the exchange postage. A great number of people would prefer to spend money in the name of “free” or free from the inconvenience such as the following cost:
The number of points required to set up this program is one third and is the number of days it takes
Evaluation of the research & development staff is necessary to make Handspring products technically superior to that of competitors. For instance if the objective of the personnel is to develop products that are compatible with the operating system of Microsoft, then they have to be given objectives relating to the technical development of the product, the time deadline they have and the cost constraints. The R&D staff would be given a priori evaluation. That means that before the work starts on the project, the values attached to the various stages of the work would be decided. For example, if the work were to be completed on time, it would be given a rating of 5 and if the work were 80% complete the rating would be 4 and so on. This a priori contract would not only impose a control on the work but would help Handspring achieve its strategic objectives. For example, if the strategic objective of Handspring were to reduce the cost of Treo, then this project would be given to a project team with a fixed time period and a set of objectives.
Setting up of objectives and entering into an a priori contract with them so that their performance can objectively be evaluated can do evaluation of the top managers also. For, example one of the vice- presidents can be entrusted with the task of setting up alliances with other top companies so that Treo is purchases as a tie up product. The vice-president