My client asked: How do I measure a new salesperson’s performance before she has enough time to start closing business? My response: Attitude and activities.

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He replied: I get how to measure activities. Calls. Appointments. That stuff. It's attitude I find difficult to measure. Do you have any suggestions?

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Of course. What denotes a good attitude to me: Showing up early and leaving late. Cooperating with fellow employees. Demonstrating a willingness, even a need, to learn. Trying to do things on their own before asking others.

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These behaviors let me know where their head is. I can’t read minds, but I can observe and interpret behavior. These behaviors show appreciation for her employer, her co-workers, her job, and herself. Use these, or determine your own. Just make sure people know what you expect. Guessing confuses people. Confused people fail.

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Remember, everything’s measurable. If you want to manage it, figure out how to measure it. How do you measure a new salesperson’s performance before they have time to begin closing sales? Attitude and activities work for me. See if they work for you.