If you have a sales person who is underperforming it is well worth considering sales coaching.
The temptation is to offer them some training in the hope that they will start to win more business, but the issue they have is almost always a different one. These are the likely behaviours you will be seeing.
The issue for most underperforming sales people is more about their attitude than it is about their skills. Some of the attitude problems come from a lack of confidence, and some skills training will help that, but mostly it comes from not taking responsibility for their actions and their results.
This can be very hard for a manager to understand, particularly where there is a high level of commission in the remuneration package. However, we consistently see underperforming sales people blame the market, the products, and the competition for their failure to get more business.
We have a specific sales coaching programme for underperforming individuals. In this programme we
We have a very high success rate in turning around underperforming sales people. This quotation is an example of the success we have achieved
“We used Precept to coach one of our sales people recently. 6 months later he is achieving 50% more sales and is much more confident in his interaction with customers, and more proactive in seeking out new ones”
Paul Negus – supplier of specialised office equipment
If you would like to know more about coaching a member of your team, please use the form to the left to get in touch with us, or call us on 01509 415901