One of the most difficult situations sales managers face is how to confront problem performers in a way that gets them to change their ways, and become more successful. I define a problem performer as anyone who has not responded to your coaching conversations. In other words, you noticed poor performance or unsatisfactory behavior, brought the issue to the attention of the person, and gave them specific and actionable advice on how to correct the situation. Then, they made no change. Here’s what you do now….
1. Be timely.
The moment you notice a salesperson has failed to address a problem that you’ve previously talked with them about, setup a time to talk with them again. Don’t delay this conversation! Why? Because the sooner you address the problem the less negative emotion will be involved in fixing it.
If you let the issue go, and fail to deal with it in a timely manner, then your problem performer may assume their poor performance is...