Addressing Tough Sales Performance Issues with Performance Counselling

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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By David Jacoby

@DiJacoby