React Fast to Sales Coaching Opportunities

Hanging on to low producing salespeople is detrimental to your sales team!

Untrained sales managers aren’t coaching reps on a consistent basis. This leads to the manager not understanding why the sales rep continues to turn in a poor performance. The sales manager then reacts to a rep’s poor production by “buying” the rep’s excuses, assuming the rep will turn it around soon. But by this time the problem is too old to fix. The opportunity to correct this problem occurred months ago, and the sales coaching opportunity was missed.

Most sales managers know this. She blames herself for the rep’s continued failure to perform and, out of guilt, gives the rep even more time on the job to fail some more. The manager’s acceptance of one salesperson’s mediocrity brings the entire team down.

Kevin Davis

Kevin F. Davis is the author of The Sales Manager’s Guide to Greatness”, which was named the 2018 Axiom Business Book Award Winner, Silver Medal. Kevin is also the author of Slow Down, Sell Faster!”.