6 Questions to Ask Every Underperforming Sales Rep

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Underperforming Sales Rep
Sales managers answer questions. They explain performance standards, job expectations, process guidelines, metrics, organizational structure, and so forth. They are the referees who clarify, interpret, and enforce the rules for the sales team and, as such, they are indispensable.

Sales coaches, on the other hand, ask questions. True, they partner with each salesperson with the objective of maximizing that person’s individual performance in accordance with, and as measured by, the sales manager’s rulebook. However, where a sales manager tells an underperforming sales rep what their performance gap is and what is required of them to eliminate it, the sales coach asks questions of the rep to stimulate self-analysis, create of an improvement plan, and motivate. 

Every coaching situation is different and your reps may have very specific needs that imply equally specific lines of questioning. A seasoned sales coach learns over time what questions work best for a given industry, company, and team. That said, you can uncover many issues behind disappointing sales results with a basic set of questions. Continue reading

Quantify Your Expectations to Meet Sales Goals

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Barrett Riddleberger Sales Goals

Almost every sales team has members that fail to meet their individual sales quotas. The gap often lends itself to multiple, even competing explanations—as any sales manager who has ever held a performance evaluation with a sales rep knows. But sometimes the simplest root cause can be overlooked—the sales rep understands the goals, but not the activities needed to get them there.

Often this results from an over-reliance on job descriptions. Sales leadership understands the connection between the job description and the sales goals so well—often because the sales leader contributed to both documents—that further explanations seems, to them, like overkill. Nevertheless, the importance of written job expectations in helping salespeople meet and beat their quotas can hardly be overstated.

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