From the course: Sales Management Foundations
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Managing underperforming reps
From the course: Sales Management Foundations
Managing underperforming reps
- All sales managers will face the situation where a rep is just not performing. Even with the best compensation and reward system in place, a few of your reps won't get the job done. So here are the steps to dealing with underperforming sales employees. First, look at the data about your team's overall performance. Look at sales call reports and sales results. Are the reps going to the right accounts and doing the right things in those accounts? Are you getting complaints from customers or other people that suggest there may be a problem? Then you need to diagnose why a particular rep is underperforming. In my experience, there are only two reasons for it. They don't know how to perform the sales task, or they don't want to. They lack the skill or the will. Let's look at each one. If a rep doesn't know how to do the job, it might be due to a lack of training. So in this case, go back to your sales competency model…
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