Follow on Google News
News By Tag
News By Place
Follow on Google News
Managing Poor Performance in Sales Athletes
By: Open Book Selling
One of the first things a manager may do is to take stock of what is and isn't in place, and then determine the level of effectiveness for each area or element. This may include a CRM, meetings, goals, individual performance against goals, and more. When it comes to salespeople and performance, it would not be unusual to find some at the top, middle and bottom of performance metrics.
A manager with this scenario may wish to keep the good success elements and people going without disruption and see if they can raise the level of performance of the less well performing people and or elements. Below are a few items that could be explored with those on the sales team who are not performing optimally:
- If the results and pipeline are weak, is there enough activity?
- If their activity levels are good, are they failing to successfully convert opportunities?
- How well are they following the sales process that has been established?
- Are small or bigger elements being missed?
After exhausting some of these you may conclude that the required traits, characteristics, and skills cannot be remedied, and the individual will be better suited for another role
We all want top performers in our sales environment. The list provided above is not exhaustive but should provide some insight and help you figure out if it's worthwhile to pursue coaching up the salesperson. Sometimes it is simply not worth the investment of time, energy, and effort. Is the salesperson in question coachable? Often, we don't know until we have tried.
Read more things to try here: https://www.openbookselling.com/
About Open Book Selling: As business and sales coaches in the greater Ann Arbor, Michigan area, we've helped many local businesses get their sales efforts on track. If you're not happy with your organization's sales results, coaching can be a great option. This may be the perfect time to examine or re-examine your sales efforts, the process, stages, pipeline(s), language, and KPI's you're using. So don't wait - proactively evaluating your entire sales function will lead to better results.