It can take some time for sales reps to get into the swing of things. Nearly half (42%) take 10 months or longer to become productive enough to contribute to company goals.
But what if you’ve given your team members the time to get up to speed and they’re still not hitting their goals? It may be up to you to coach them through their challenges and help them reach their full potential.
In this issue of PromoPro Daily, we share a post from the MeetRecord blog on how you can help sales reps who aren’t performing as expected.
Set clear, measurable objectives. This might be increasing the number of cold calls or number of leads. Just make sure you can measure them, and they align with your team’s overall objectives.
Create an action plan. According to the MeetRecord post, the plan should detail the exact steps the sales rep should take to reach their objectives. What training or coaching is needed? You can get to the root of the issue by shadowing them on their sales calls.
Offer constant feedback. This helps struggling sales reps stay on track. It also allows you to spot any obstacles and monitor their progress. The MeetRecord post recommends using these regular one-on-one meetings to address any concerns and provide constructive feedback.
Focus on strengths. Always let sales reps know what they do well. This can boost their confidence and inspire them to improve in other areas.
Hold them accountable. You can do this, according to the MeetRecord post, by making sure they understand what’s expected and regularly reviewing progress. When sales reps meet or exceed their quota, celebrate this accomplishment.
Encourage open communication. Effective coaching requires an open communication channel, the MeetRecord post says. Make sure your team members know you’re available to them. Listen to their concerns and provide direction or assistance to help them overcome any challenges.
Promote peer learning. Encourage underperforming sales reps to learn from their better-performing colleagues. This could be asking top performers to share their best practices, or having underperformers shadow another sales rep for a day.
If you have an underperforming sales rep on your team, apply the guidance above to help them improve. You can begin by identifying patterns and gaps, establishing clear expectations for improvement and making sure they have the training and resources they need to succeed.
Compiled by Audrey Sellers
Source: The MeetRecord blog. MeetRecord is a conversational intelligence platform that helps sales teams.
