When the CEO of the food company where I worked asked for a way to evaluate our salespeople, I ended up leading the project. What we built was a one-page weekly scorecard for every sales rep, combining hard numbers with the judgment of the people who worked alongside them. This is how it was put together, what it was used for, and what I'd keep in mind if you're building something similar. Where did the sales evaluation system come from? It started with an instruction from the CEO. The assignment landed on me as someone who already worked on sales planning and sales management, and I took the lead on developing it. I'd already spent years in the part of Korean sales that isn't selling: the planning, the reporting, the numbers behind the people in the field. Evaluating salespeople fits right into that territory, and it's harder than it looks, because a sales rep's results depend on things the rep doesn't control, like territory, customers and timing. What did...