“The productivity of a work group seems to depend on how the group members see their own goals in relation to the goals of the organization.”Ken Blanchard
Dealing with unproductive salespeople can be a challenging task, but there are several steps you can take to address the issue:
- Set clear expectations: Ensure that your salespeople understand the goals and targets they are expected to meet. Communicate these goals and targets clearly and regularly, and provide ongoing feedback to help them stay on track.
- Provide training and resources: Provide your salespeople with the training, resources, and support they need to succeed. This could include sales training, product knowledge training, and access to tools and technology that can help them do their jobs more effectively.
- Monitor performance: Keep track of your salespeople’s performance and hold them accountable for meeting their goals. Regularly review their sales activity, sales pipeline, and results, and provide feedback to help them improve.
- Address issues promptly: If you notice that a salesperson is consistently underperforming, address the issue promptly. Meet with the salesperson to discuss the reasons for their performance issues and work with them to develop a plan to improve.
- Provide incentives: Provide incentives for your salespeople to perform at their best. This could include bonuses, commissions, or other rewards for achieving their targets.
- Consider termination: If all other efforts fail to improve an unproductive salesperson’s performance, you may need to consider terminating their employment. However, this should only be done as a last resort and after all other options have been exhausted.
Remember, salespeople are the lifeblood of any business, and it’s essential to provide them with the support and resources they need to succeed. By setting clear expectations, providing training and resources, monitoring performance, addressing issues promptly, providing incentives, and considering termination as a last resort, you can help your sales team perform at their best and achieve their goals.
“The essence of productivity is to do the right things, not just to do things right.”Peter Drucker