Clarify your expectations. Meet with your individual sales people and ask each to describe his or her understanding of your sales performance expectations (as well as behavior and activity expectations). Confirm and clarify, as appropriate, to ensure that you’re “on the same page” with the employee.
The more people know what you expect, the better they’ll be able to contribute and help the team succeed… and the fewer de-motivating surprises there will be for both you and your employees down the road.
