Which evaluation method is likely to produce higher sales and profits?

Using an evaluation method that is based on both inputs and outputs allows for a more comprehensive understanding of a sales force's performance. This dual approach recognizes the importance of not only the results achieved, such as sales numbers and profits, but also the activities and efforts that contribute to those results, like the number of calls made, meetings scheduled, and customer interactions.

When both inputs and outputs are considered, managers can identify which specific behaviors and practices lead to successful outcomes, allowing them to reinforce effective strategies while also addressing any shortcomings. This holistic view enables better coaching, training, and support for sales personnel, ultimately fostering an environment where higher sales and profits can be achieved.

In contrast, evaluating only inputs could lead to an overemphasis on activity without regard for actual results, while solely focusing on outputs might overlook critical aspects of the sales process that drive those results. Randomized assessments lack the systematic and structured analysis that a combined input-output method offers, making them less effective for strategic decision-making in increasing sales and profits.