addressing tough sales performance issues with performance counselling
TRANSCRIPT
Sales Performance IssuesADDRESSING TOUGH
WITH PERFORMANCE COUNSELLING
Sometimes performance issues are due to factors other than a lack of skill or knowledge
Performance counselling is an appropriate action
to take...
...to resolve job performance problems caused by motivational, attitudinal, or behavioral issues
However, before initiating performance counselling consult with HR
Conducting Effective
Performance Counselling Sessions
Open the session1
It’s critical to open performance
counselling sessions positively
State the purpose of the session and emphasize
performance improvement
Pinpoint observable problematic actions or behaviors such as lateness, absence, declining productivity or complaints
Wait for a response2
Give the salesperson a chance to react
It’s common for a salesperson to deny that anything is “wrong”
Seek a Solution3
The performance counselling session should be a conversation
Get the salesperson to devise a solution
“What can you do differently to improve this area?”
"What will you do to change and improve your
behaviors?"
If offered vague solutions, seek clarity and if necessary offer your own solutions
Gain Commitment4
Ensure the salesperson verbally agrees to take the necessary
actions to correct the problem
Follow Up5
Establish a method to follow-up with the salesperson, specifically when and how
Close and Document Session6
Close the session positively,
stressing your belief that the
salesperson can improve
Document the performance counselling session
Effective Performance Counselling Means Focusing On:
Behaviors only - avoid attacking or labelling negatively
Setting realistic and reasonable outcomes likely to produce positive results
Plans for improvement - not excuses or blame
Building trust with your sales team
Genuinely caring about the success of your sales team
Avoid using performance
counselling as a punitive
intervention
Promote confidence and positivity in your
salesperson to ensure a successful outcome
Learn how to transition star sales reps into high performing sales managers!
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