Developing a Coaching Plan for Underperforming Sales Reps
One of the most frustrating problems a sales leader encounters is managing an underperforming sales rep.
When you hire a seller, you see talent and potential. You know they’re a solid performer with a track record for success. However, they’re now in the 20-30% of sales staff that’s underperforming.
Interestingly, the pandemic has caused many successful AEs to struggle with sales performance. Seasoned reps with long term Key Accounts are suddenly finding themselves with no clients. Some of these reps now find new business development as their primary focus — and they don’t like it.
How can you help underperforming sales reps succeed?