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How Sales Managers can reinvigorate poor sales performers

Guest post by: Wayne Berry

Article Overview: How Sales Managers can reinvigorate poor sales performers

How Sales Managers can reinvigorate poor sales performers

The best way is not to have poor performers in the first place! Intervening before they become poor performers is the key here, and the best way to achieve this is to have a system in place that keeps every sales team member performing at their best.

It all starts at the point of hiring. Some Sales Managers are poor recruiters and end up with the team they deserve. So it starts by being or becoming a high performing Sales Manager. It’s a skill, and like all skills, they can be developed.

Now be aware of the “Law of Attraction”. High performing sales managers will attract high performing sales people. Poor performing Sales Managers will not be able to attract high performance sales professionals. Your sales team will always be a reflection of you. So look at yourself and decide if you need to upgrade your sales management skills. So here’s the System.

Recruit the best sales people

Set goals with sales people before hiring them. This is the best time to negotiate on performance. Be sure you are recruiting a sales person with goals that will motivate them to achieve great success.

Set high but realistic sales targets up front with them, and gain agreement that they are achievable, and when achieved, will allow the sales person to achieve their personal goals.

Gain agreement from the sales person that they will commit to themselves and you, to achieve these targets and have them give you permission to do what ever it takes to help them to achieve their goals.

Now work backwards with the sales person and determine what levels of activity will be required to achieve these sales targets. For example how many sales they will need to make each month? How many presentations will they need to make? How many first appointments? How many prospecting calls? Gain agreement and then work back to weekly targets. It’s a numbers game.

Once started, study the ratios with the sales person. The activity targets may need to be adjusted when the skills of the sales person are known. For example they may need to make more prospecting calls to compensate for skills they currently lack in the sales process.

Provide the training they need to improve their skills and ratios. Remember they gave you permission to do what ever it takes to help them achieve their goals.

Act quickly when you see a sales person falling short of their sales targets. Don’t let them slide to the point where they need invigorating.

If they are not getting the results you mutually agreed upon, look at their activity levels and ratios. If their activity numbers are short of what you mutually agreed upon, they need to get back on track. If their ratios have blown out, then it’s a skills or attitude problem which needs to be addressed immediately.

Remind them of the commitment they made to themselves and you, to be on target. Also remind them that they gave you permission to do what ever it takes to help them achieve their goals. If it’s a skills problem, provide them with the necessary training. The return on your investment in good training and coaching will be repaid back very quickly and many times over.

If it’s an activity problem, help them to raise their weekly activity numbers to be back on track.

Monitor them closely, and praise them as their results begin to improve.

If they do not respond, and will not do what it takes to achieve the goals that they set with you, it may be time for a serious chat as to whether they should remain on your team, a “Team of Top Guns” because they are breaking an agreement they had with you.

This system is simple and effective, and begins at the point of recruitment. The system can also be used with your current sales people when you have a performance review. Make it a part of goal setting session you have with them. Go to it! Success begets success.

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Article Tags: motivation, negotiating, sales, sales management, sales performance, selling



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