/ Managing Underperforming Sales People (Models, Guidelines, Checklists and Processes)
Managing Underperforming Sales People (Models, Guidelines, Checklists and Processes)
After reviewing the performance management process for use with sales people, this resource covers: - Ways to Monitor Performance - Providing Regular, Specific Feedback - Describing The Performance Problem - Identifying Problem Areas and Causes - Addressing Performance Gaps - Counselling for Performance Improvement A detailed section on The Counselling Process is also included to help address the outcomes of the performance review.
Under performing sales people need to be tackled in a constructive way. This involves the sales manager identifying the cause of the underperformance, examining it with the sales person, identifying solutions to the problem and following a counselling process to ensure that these solutions are adopted and have the required effect. This resource is really a tool kit for sales managers that want to achieve all of the above and are looking detailed processes, checklists, guidelines and skills.