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4 Steps to Motivate an Underachieving Salesperson

More than 10 years spent working in sales training have taught me to understand and turn around salespeople who are struggling. Here are four steps I’ve found most effective to re-motivate a salesperson who’s falling behind.

1. Start positive – identify their strengths

If you’re a manager in charge of one person, or a team of salespeople who aren’t pulling their weight, the pressure to offer a solution can be intense.

But too many sales managers make the mistake of starting with the negative. If you start a conversation with a member of your team by talking about their failings, it’s not going to be productive. Nobody wants to feel like they’re getting a telling off from one of their teachers.

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12 Sales Leadership Tips From the Most Influential Sales Pros

Sales leadership is not for the faint of heart. Only 63% of sales reps make their quota, and statistics today show the average tenure of a sales leader in their position is declining. This happens because sales organizations are simply not equipped with the right systems and processes that allow their people to perform.

Recent InsideSales.com Labs research shows that the top 3 challenges of sales leaders today that relate to their people are all about recruiting and hiring, building the sales organization culture, and compensation:

  • Recruiting and hiring (40.8% of sales leaders identify this as a top challenge)
  • Culture (37.5% of sales leaders identify this as a top challenge)
  • Compensation (21.1% of sales leaders identify this as a top challenge)

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Top Challenges for Sales Leaders in 2018 – What Keeps Sales Pros Up at Night?

What are the problems keeps sales leaders up at night? We wanted to find out, so we asked 500 executives what their top challenges are in 2018. It was not surprising to see that their top challenges revolve around building high quality pipeline, forecasting and prospecting, according to preliminary data from the latest InsideSales.com Labs research.

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