Are you considering firing an underperforming salesperson? Such a drastic step might not be necessary.
But before you solve the problem (or decide it’s not solvable), you must identify what is preventing the rep from meeting or exceeding expectations.
以下是三个常见问题：
1) They lack the capability to perform the job
换句话说，他们没有必要的技能，知识或经验。这可能听起来像一位巨大的撕裂者，但如果代表有欲望和学习和改进的能力，你可以通过这种情况。
2）他们没有足够的努力
Sales results can often be correlated with activity levels (calls, emails, meetings, events, etc.). If a rep is not performing well, it could be as simple as the level of effort they are putting in.
3) They do not know what to do
代表可能不知道哪个联系人和帐户追求，如何在与前景沟通时要踏上门口，或者在展望时叫什么。
Knowing the root cause will determine how you use the following tips.
Focus On What to Do vs. What Not to Do
如果您有表现不佳的销售代表，您可能对他们所做的许多事情感到不满意（或不做）。通过重点关注您希望它们的关系来提高您对他们的表现和挽救您所拥有的关系。
当有人没有正确做某事时，我们的自然反应指出他们所做的错：
- “Don’t do it like that.”
- “You aren’t doing it right.”
- “You shouldn’t have done it that way.”
您可以在突出显示正确的操作时传达相同的点。这种方法不仅改善了他们的表现，它也是为了他们的信心。
- “我希望看到你这样做。”
- “最好的方法是......”
- “Try this next time.”
提供销售培训
After you identify what’s preventing your sales rep from performing, review the training that you provide your sales team to determine if it’s an area you are currently helping your reps with. If you are not, providing more training in that particular area will improve current and future performance across the team.
定期办理登机手续
Set aside time with your reps for one-on-one sales coaching to discuss what is working well and what isn’t. Build an action plan for improving performance and then tracking progress along the way.
练习处理异议并提出问题
销售代表的能力表面和解决异议will directly impact their level of sales performance. If you have a rep that does not know what to do or say in certain situations, you may be able to greatly improve their performance with training.
The same principle applies to questioning skills. If you have a rep who’s not selling enough, observe how they ask questions. Are they willing to probe when necessary? Do they use a variety of question styles to get the information they need? Are they primarily asking open-ended questions?
增加活动
If poor sales performance stems from lack of effort, ask the rep to increase their activity level by setting goals or targets for some of these common activity types:
- 打电话给了
- Appointments set
- 举行的会议
- Events attended
- Leads generated
- 提供的行情/提案
- 演示/演示交付
Incorporate Gamification
一种帮助销售人员增加他们的活动水平的技术是游戏销售。尝试为每个代表活动和结果创建分数。这可以提高他们的热情，动力和竞争力。
角色扮演
实践和角色与您的代表一起播放常见的销售场景。他们会与你犯错 - 而不是他们的前景 - 让你发现并解决他们出错的地方。
建立一个开放的沟通线
If you have a sales rep that is not doing well, they will likely be confused, frustrated, concerned, unhappy, and stressed. Building a relationship where the rep feels comfortable sharing these thoughts and feelings with you will greatly improve your ability to help and correct their path.
