Two Words To Laser-In On Sales Performance Issues

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When sales people aren’t performing at expected levels, do you know why? There are two words that will guide you to the solution. Listen to this episode of The Sales Management Minute to learn how to improve sales performance.

When you analyze subpar sales performance, the cause falls into one of two categories… incompetence or insubordination. There is no door number three.

Incompetent salespeople understand what you are asking of them, but don’t have the ability to do what you want. Insubordinate salespeople understand what you have asked of them, have the skill set, but for some reason have elected not to follow your requests.

When competency is the issue, you have two choices… train and coach them or counsel them out of the role. With insubordination, the key is to get underneath the issue as to why they are not doing what has been asked of them. Perhaps, there are obstacles that are keeping them from performing optimally.

As you can see, there are different paths to address subpar performance based on the cause. In either case, as the old expression goes, if you can’t change your people, change your people.

See you next time on the Sales Management Minute.

AUTHOR: LEE B. SALZ

Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.