On September 25, I promised to share with you Five Strategies Managers and Salespeople Need to Know To Help Salespeople Become Sales Champions.
Here is Strategy #6 for you or your manager to execute in order to ensure the success of your salespeople.
Friendly Reminder: If you’re a salesperson, don’t think you can’t play a role in assisting your manager in implementing these strategies. The more awareness you have around the role you and your manager play in your overall success and failure, the more you can educate and help your manager best support and manage you around the areas and potential pitfalls you have less control over which you manager can address.
Develop and Implement a Tactical Turnaround Strategy
Without having the awareness and discipline to develop and execute a turnaround strategy when needed, the costs to every company are great. Companies that lack a clearly defined strategy to handle underperformers tend to overcompensate in other areas for the weakness this void creates. They are more apt to accept turnover and a certain level of attrition as a natural course of doing business and building a team. There are a myriad of reasons why a salesperson fails and why a turnaround strategy is a vital component needed to ensure their long term success. Managers need to be acutely aware and sensitive to the fact that some turnaround situations will result in termination or the salesperson deciding to leave on his own accord. Regardless of the underlying reason why a salesperson isn’t performing up to desired expectations, a four week turnaround program will help you identify what’s really going on and provide you with the framework to quickly determine how you can turn around an underperformer in less than thirty days or whether you and your company are better off without them.