The Business Warrior Within

Sales Managers: Recognize and Take Action on Low-Performers

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The Sales Warrior Within | Season 2 Episode 64 - Sales Managers: Recognize and Take Action on Low-Performers

Host: Andy Olen

Learn More About Andy at www.AndyOlen.com

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Low-performing sales reps zap the energy and focus of the sales team, manager, and customers. It's critical for the sales leader to quickly diagnose and then act on changing the low-performer's trajectory. Try, and try again. If it doesn't work, you'll have to find a way to move the low-performer out of the organization.
 

  • Andy evaluates performance on two levels - SKILL and WILL.

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    • Andy shares three low-performing sales personas: 1) The Long-Term Success Turned Sour; 2) ROAD - Retired On Active Duty; 3) The Cancer on the team. Andy unpacks each persona.

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      • Andy shares advice for sales managers on how to diagnose and performance manage these players. It's all about seeing it, and acting quickly to change it.

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        • Customers also see and feel the low-performer's challenging attitude. This is a red flag. When customers no longer want to work with your sales teammate, they are no longer willing to work with your company.

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          • Finally, Andy shares advice that he was given from a sales mentor. "If you see a performance on your team and fail to address it, the problem is YOU!" Spot on.



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            The Business Warrior WithinBy Andy Olen
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