The Sales Book

Dealing with underperformers

Objectives

• To be able to identify which route to take with underperformers
• To understand how to create, and implement, a corrective plan where appropriate
• To be able to give a clear warning to those who are unwilling to change.

Understanding

Managing people, in any function, who are doing a reasonable, or even a good, job is relatively easy. The challenge for many managers is handling those who are underperforming. There are many reasons for this. The majority of us want a peaceful life and prefer to avoid conflicts, disagreements and similar situations. However, there comes a time when you have to confront the issue. Sales people who are underperforming are costly in a number of ways. They cost your company about ...