Handling Underperformance

As a sales manager you’re crystal clear as to your role. To drive results and revenue via your salespeople. You do this with three interventions: One to ones Field coaching Sales meetings You ensure that your salespeople buy into their targets and take responsibility for them. When they’re responsible they become accountable. The best place to check on results and discuss actions is at the one to one meeting. These can be held face to face (preferably), on the phone or via skype. They must happen regularly for the impact…

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