Learn how to use performance counseling to deal with salespeople who have performance issues due to factors other than lack of skill or knowledge.

1. Sales Performance Issues
ADDRESSING TOUGH
WITH PERFORMANCE COUNSELLING

2. Sometimes performance issues are due to factors
other than a lack of skill or knowledge

3. Performance counselling
is an appropriate action
to take...

4. ...to resolve job performance problems caused by
motivational, attitudinal, or behavioral issues

5. However, before initiating performance
counselling consult with HR

6. Conducting Effective
Performance Counselling Sessions

7. Open the session1

8. It’s critical to open
performance
counselling sessions
positively

9. State the purpose of the
session and emphasize
performance improvement

10. Pinpoint observable problematic actions or behaviors such as
lateness, absence, declining productivity or complaints

11. Wait for a response2

12. Give the salesperson a chance to react

13. It’s common for a
salesperson to deny that
anything is “wrong”

14. Seek a Solution3

15. The performance counselling session should be
a conversation

16. Get the salesperson to
devise a solution

17. “What can you do differently
to improve this area?”
"What will you do to change
and improve your
behaviors?"

18. If offered vague solutions, seek clarity
and if necessary offer your own solutions

19. Gain Commitment4

20. Ensure the salesperson verbally
agrees to take the necessary
actions to correct the problem

21. Follow Up5

22. Establish a method to follow-
up with the salesperson,
specifically when and how

23. Close and Document Session6

24. Close the session positively,
stressing your belief that the
salesperson can improve

25. Document the performance counselling session

26. Effective Performance Counselling Means Focusing On:
Behaviors only - avoid attacking or labelling negatively
Setting realistic and reasonable outcomes likely to
produce positive results
Plans for improvement - not excuses or blame
Building trust with your sales team
Genuinely caring about the success of your sales
team

27. Avoid using performance
counselling as a punitive
intervention

28. Promote confidence and positivity in your
salesperson to ensure a successful outcome

29. Learn how to transition star sales
reps into high performing sales
managers!
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30. By David Jacoby
@DiJacoby