What do you do when your sales reps fail to meet their quotas or fail to meet your expectations? Uncovering the root cause and applying the right solution is critical, expert sales trainer Barrett Riddleberger notes in his latest column.
His advice could spark your sales team’s performance just in time for the busy holiday season.
By Barrett Riddleberger
Identifying the root cause of underperforming sales reps is always the first step. Avoid applying an impulsive decision like throwing more training at them or quickly terminating. Take the time to uncover why they’re not performing then apply your remedy. The best place to start is to determine if your sales rep is actually wired for their sales job. If so, then continue your search for sources of lackluster performance. However, if they’re not wired for their sales job, you’ll need to make some changes.