If you are like many sales managers right now, you are looking at least a few members of your sales team underwater on their targets. Perennial top performers hit their numbers in good times and bad, but 80% of reps experience challenges hitting their numbers, even in good times. Here are some steps you can take to get more sales from your weakest sales reps in times like these:
1. Track MBO’s – many reps may be underwater, but you need them to continue working at full steam, demonstrating the right discipline. Tracking beyond the quota and pipeline, such as calls, and appointments, ensures the level of activity required for success.
2. Provide more communication and coaching – increase the amount of contact with reps to make sure key deals aren’t going sideways and to provide coaching on tactics and behaviors that will result in more closed sales.
3. Keep the spirit up. If commission cheques aren’t flowing reps tend to get down – the kiss of death. You need them to keep perspective and show that there are always ways to win even in tough times. Find ways to rewarding the right behaviors. Use regular spiffs and awards.
Of course, if you have already tried all this and nothing has changed, feel free to contact us – we can help you assess current talent to decide who you need to stick with or help you find replacements who will produce.
To your success!
Eliot received his B. Comm. from Carleton University and has been honored as a Top 40 Under 40 Award winner.
He co-authored Sales Recruiting 2.0, How to Find Top Performing Sales People, Fast and provides regular insights on sales team management and hiring on the Peak Sales Recruiting Blog.
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