Learn how to determine what actions you should take as a manager to effectively deal with underperforming sales reps.

1. Underperforming
HOW TO MANAGE
SALES REPS

2. What actions you should
take as a manager
if a salesperson isn’t
meeting expectations?

3. Clarify Expectations1

4. Make sure expectations are clear

5. Do each of your
sales people know
what you want them
to do (behaviors)

6. And what you want them to achieve (results)

7. Provide Feedback2

8. Sales Managers often forget to point out what their sales
people are doing right (performance gains)

9. and wait until a salesperson is performing below expectations
(performance gap)

10. Managers should be
analyzing performance on
an ongoing basis

11. And consistently providing feedback,
both formally and informally

12. Focus on Performance Gains3

13. Focusing on
performance gains
is a great way to
motivate and
empower sales reps

14. and should be as specific as possible

15. Hollow, non-specific comments have very little impact

16. They don't clearly point out
what the sales person is
doing well, and the benefit
associated with that
behavior

17. Address Performance Gaps4

18. Sales managers
must not assume
that performance
will improve on its
own

19. When addressing performance gaps, ask:
Are there outside factors beyond the
salesperson’s control?
Is there a lack of motivation, or a deficiency
in skill/knowledge?
Is the performance gap isolated to the
one individual?
Are expectations clear?

20. Engage in open discussion to
determine the underlying cause(s)

21. Share what has been observed and over what period of time,
and allow the sales rep to respond

22. This ensures there is agreement
on the performance gap

23. Taking Action5

24. There are a number of effective
options for taking action

25. Including empowering, training, coaching, counselling,
discipline, and (when necessary) termination

26. The goal is to support the sales reps development by being
proactive in addressing performance gains and gaps

27. Learn how to transition star sales
reps into high performing sales
managers!
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28. By Norman Behar
@NormanBehar