poor sales person

How to Manage a Poorly Performing Salesperson

How to Manage a Poorly Performing Salesperson

For many small business managers, performance management is one of their least favourite jobs – it conjures up memories of awkward conversations, anger, defensiveness and finger pointing – situations that they would much rather avoid. But the fact is, a small business can carry no passengers – especially when it comes to sales, where poor performance can acutely impact the bottom line. However, addressing poorly performing salespeople needn’t be a headache. Done right, it should be a positive experience for both parties that ultimately results in happier staff and a more profitable business – a win/ win for both parties. The key is to follow this formulaic process, which can be replicated across all departments of the business: Defining performance Tactics for managing behaviours Your role... »